Mastering Discovery Calls: The Importance of Tonality and Questioning Techniques

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FOUR ACTIONABLE TAKEAWAYS

1. Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
2. Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
3. Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
4. Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.

KD'S PATH TO PRESIDENT’S CLUB

• CRO @ Finally
• SVP of Sales and Partnerships @ Bench Accounting
• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

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