Discovery calls. We do them every day, but how often do we actually dissect what makes them work? I've been thinking about this lately - specifically about those moments when a discovery call shifts from just another meeting to a genuine conversation. You know what I'm talking about. When you ask that one question that makes your prospect pause. When they lean in a bit closer to their screen. When their rehearsed answers turn into REAL insights. The real magic happens when you know how to listen between the lines and follow up with questions that dig deeper. That’s what I want you guys to understand in this field. Because that’s what will set you apart from the average sales rep. When you can take a surface-level answer and peel back the layers to understand what's really driving their decisions. Their fears. Their aspirations. And their overall goals. What's that question for you? The one that consistently opens up the conversation and gets to the heart of what your prospect actually needs? Drop it below and let's build a collection of questions that ACTUALLY work 👇

Your job is to help THEM understand THEIR problem so THEY have clarity on what THEY need to do. NOT - It is YOUR job to understand THEIR problem so YOU have the clarity on what you think THEY need to do I see reps have the wrong outlook on their calls and thats where the disconnect is because they feel its their job for them to understand on what they think the lead needs to do.. thats all wrong, you need to be the guider to help the lead understand their problems and what they should do next. Make this change = more trust amongst calls = more deals closed overall

1. Validate - Purpose: Keep yourself aligned with the prospect without agreeing with the objection. - How: Acknowledge their concern to show understanding, but avoid direct agreement. Example: If the prospect says, "I need to talk to my wife," you respond, "Yes, it's important to be on the same page with someone close to you, and having their support will help you move forward." (Acknowledge but don't agree). 2. Isolate (Tie Down) - Purpose: Ensure this is the only objection before addressing it. - How: Ask questions to uncover if there are any other concerns. Example: "Besides needing to speak with your wife, is there anything else holding you back from moving forward?" 3. Reframe - Purpose: Turn the negative into a positive, often using information uncovered during discovery. - How: Reframe their objection by focusing on their goals or challenges, turning their fear or doubt into an opportunity for growth. Example: "It seems like you've been afraid of investing in yourself in the past, but today we're working on building a new version of you, one who’s ready to take control and make confident decisions." 4. Minimize - Purpose: Make their objection seem small in comparison to their overall goals. - How: Bring their goal back into focus and contrast it with the objection. Example: "How does this fear compare to the ongoing pain of not solving this problem for the next three years?" 5. Loop Back - Purpose: If all else fails, go back into discovery to uncover deeper pain points or motivations. - How: Revisit areas you may have missed, ask deeper questions, and gather more information to break down remaining barriers. Example: "If you're still hesitant, let's revisit some of the reasons you got on this call. What was it that initially made you want to explore this change?" Cheers @Dylan Asena :)

1. **Leakages**: This happens when someone's thoughts unintentionally leak into their speech. For example, a secretary says she'll "fly by" the manager's office, unconsciously revealing that she's thinking about the manager being on holiday. This leakage occurs because the brain filters out most words but sometimes lets unintended ones slip through, revealing hidden thoughts. 2. **Relation or Distance**: The way people position words in a sentence can reveal the emotional closeness or priority of ideas. For instance, saying "I bought a dress with the husband" versus "Me and my husband went shopping and I bought a dress" shows different levels of importance or emotional connection between the events or people involved. 3. **Missing Language**: If someone consistently uses articles like "I," "my," or "then" but skips them in certain parts of the story, it can suggest they are deliberately hiding something.

Often, the most important things to somebody come out at the end of their sentence so, Don't overlook throwaway comments. "Is this just a bit of a nice to have then?" To be used with care, but useful in challenging their lack of investment. "Do you think it's enough?" To challenge their current state. "I notice you hesitated before you said that..." ~~Don't sugar coat it. "what's the story?" To dig deeper into the why. Do not be caught; asking Qs to fish for a perfect answer To research; Late Night FM Voice, Never Split the Difference Mirroring: to repeat the last few words of their sentence. I will pitch once I have enough ammunition to shoot down any objection you raise. Rich call this one. Thank you @Luis Sarmiento for adding some gems to my tool kit 💎