The modern discovery call isn’t an hour-long exploration anymore. Buyers come with information, and time is short. You need to maximize the impact of every minute you get.
Discovery today is about earning the right to go deeper. If your prospect doesn’t see value fast, you won’t get another meeting. That means your preparation, listening, and follow-up must be sharper than ever.
Three things to do next:
- Lead with Purpose: Open with a clear purpose and agenda — “I’d like to understand how you’re currently tackling X, and share how others are solving it.”
- Pick Your Moment: Ask your toughest questions once trust is established. Get them talking about what’s working first, then pivot to what isn’t.
- Own the Next Step: Don’t leave the next step to chance. Define it with confidence and confirm alignment before the meeting ends.
In a world of shrinking attention spans, precision in discovery is your edge. The best sellers make every question count.
