Establish clear expected outcomes

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During a discovery conversation, if you’re talking more than your prospect is talking, you’re decreasing your likelihood of connecting with them effectively and engaging them.
Don’t just listen to respond, listen to learn.
Additionally, it’s difficult to conduct effective discovery without the right questions; if you don’t listen to your prospects, you’ll ask terrible questions.


If there’s one thing that will ruin an opportunity before it even arrives, it’s wasting your time and your prospect’s time on the wrong questions.
Deflecting the conversation with surface level questions, or misinterpreting a prospect’s response because you’re too busy thinking of an answer to really listen, will only make your job more difficult and leave your prospect feeling ignored.


Autopilot is killing your discovery process
One of the reasons many salespeople struggle to ask the right questions during a discovery call is because they’re on automation.
This is a serious problem because instead of approaching the iran telegram data discovery call with proper preparation, confidence, and awareness, they ask questions without thinking.
We know that asking the wrong questions can have bad results.


Fortunately, the solution to this problem is to be prepared before every call. Here are three steps you can take before your next call to ensure you’re ready for the big one.
What is your purpose? Is it to schedule a demo, a meeting, a presentation, or to make a sale? Set a clear outcome for the conversation before you begin.

This will help you get the most value out of the conversation while staying on track.
Create a list of criteria for asking your questions.
What are the key criteria you need to know at the end of the call in order for the deal to be successful? Before the call, determine the right questions to ask to get the information you need.