The Art of Sales with Art Sobczak 325 GUEST: Lee Salz: Why Discovery Calls Must Die (And What to Do Instead)
Dec 1, 2025
Lee Salz, a sales differentiation strategist and bestselling author, challenges the traditional notion of discovery calls, declaring they must die. He emphasizes transforming these meetings into meaningful consultations that provide real value to prospects. Lee highlights how using emotive questions can create urgency, while storytelling embeds crucial features in memorable narratives. He encourages salespeople to shift from self-serving agendas to client-focused discussions, helping prospects realize their true problems and driving them toward action.
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Discovery Meetings Kill Buyer Interest
- Traditional discovery meetings signal the meeting is for the seller, not the buyer, so prospects avoid them.
- First meetings must provide meaningful value to change that perception and justify the buyer's time.
Lead With Immediate, Useful Value
- Identify and deliver meaningful value the prospect can use immediately during the first meeting.
- Fold that value into your outreach so prospects know they'll gain something by meeting with you.
Start Meetings With Their Agenda
- Replace seller-centered agendas with a client-focused opening question about what they want to cover.
- Use their answer to chart the meeting and show you care about their priorities.
