Mastering the Art of Sales Discovery Calls

Establish research in the first 90 seconds, set agenda with purpose, plan, and outcome, ask the prospect why they took the call, provide a summary if needed, and end with three key questions: Do you want to buy? When do you want to buy? How do you buy? Learning effective discovery is essential in sales. It is recommended to listen to episodes multiple times. Utilize resources like the four-part discovery best practice series for more guidance. At the end of calls, pressure test prospects with the three questions to determine the next steps. Implement strategies like pausing your inbox to optimize sales productivity and efficiency.