Disco Call Help

Question

hey everyone, I'm obsessed with getting better.

I did a disco call and I thought It flopped. maybe I'm being too hard on myself, but anyways...

I need help simiplfying the disco question process. I struggle with asking problem oriented questions as suggested by Kennan in Gap selling.

i sell to IT folk. basically I have a hard time uncovering their problems and getting them to open up.

do you have any advice for me to really improve my disco process?

Accepted Answer

First piece of advice, do your research. For example I found these three posts by typing the word "discovery" into the search bar just now:

Answer

Disco call...sounds groovy

Answer

Are you asking questions out of self-interest or to uncover real pain that you can help alleviate?

Answer

Some good advice can be found in the search bar and under the academy tab.

Answer

Have you tried adding Story Telling into your discovery?  Helps people relate to you better and often gets them to open up.

Answer

Phenomenal discovery calls focus on:

Answer

Try explaining why you're asking. (question) the reason I'm asking is (legitimate reason to ask a question they probably consider intrusive or unnecessary). Transparency begets transparency.

saletolive

Disco Call Help

12 comments

saletolive

Disco Call Help

12 comments

Related posts

How does everyone open a disco call?

Interview HELP!! Mock Discovery Call

Forcing disco on a reluctant prospect