Discovery done right?

I feel like I need to sharpen my discovery skills more, it's not the questions it's the space between the questions sometimes.

what are the good resources do you know that I should look for ?ย 

๐Ÿง  Advice
๐Ÿ” Discovery
๐Ÿ˜บ Educatioin
9
Pachacuti
Politicker
6
They call me Daddy, Sales Daddy
GAP Selling - go read it.
Revenue_Rambo
Politicker
4
Bad MFer
+1

Add Never Split the Difference to that list as well.
Kosta_Konfucius
Politicker
2
ERP Sales
especially the parts with labeling or mirroring when discussing pain points
CuriousFox
WR Officer
6
๐ŸฆŠ
My friend. I do not click links. ESPECIALLY gong links.
Justatitle
Big Shot
3
Account Executive
Fuck gong
jefe
Arsonist
3
๐Ÿ
FUCK GONG
Gasty
Notable Contributor
4
War Room Community Manager
It has to be organic, no?

Try to sneak in some random questions like the weather or where are they based out off, vacation plans and stuff like that. Really helps make the conversation a lot more organic.
Sunbunny31
Arsonist
3
Sr Sales Executive ๐Ÿฐ
Not a book or other recommendation, but I do have a couple of thoughts.
For every call or meeting, I keep a checklist of things I absolutely need to understand after the call I'm having, the things I'm interested in but are not priority for a first call, and leave room for notes.
Then I have a conversation. Often just asking them a very broad, open ended question even as simple as "what brings you to this call?" works to open up the conversation. And it's a conversation. You're exchanging information, but mostly, you're listening. It's amazing what people will tell you if you are credible and trying to understand the challenges they're facing in order to propose a solution. What I don't do is read down the checklist. I might jump around. I might not collect everything I'd hoped to, but by the end of the call, I have enough, I've learned something about my prospect and their needs, and I've set the next call/communication up.
jefe
Arsonist
2
๐Ÿ
This is all you need to remember
Justatitle
Big Shot
1
Account Executive
Sounds cliche, but make it about them. Start learning from 2-3 hyper successful companies you work with, and start relating their success back to where your product worked in. Once they can start relating they don't shut up and feel heard, your job then is to shut up and listen
4

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3
36
Members only

Don't Go For A Run Right Before A Discovery Call

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11

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