Let's talk: Discovery process

Stop me if you've heard this before but I constantly have had managers that will religiously state that selling is all about good discovery. Some will take this to the extreme and treat initial calls as an interrogation and it ruins the sale, others will feel too shy to ask harder q's and then it also gets awkward so here's some bullet points (unsolicited) for what works for me

• Adam Schefter was on a podcast years ago and the host asked him why he always gets information so easily and he brought up that he also gives information out constantly to his sources so they feel a mutually beneficial relationship. So wheres the parallel? When a prospect shows up to an initial call they are probably wanting to get information out of me as much as I want it from them I try very hard to be considerate of this and answer questions they may have and also share insight based on 5-10 minutes of researching them and seeing if there are similar brands stories I can easily share. Once this connection happens the world opens up
• I try hard not to share too much on the initial call, I look at it like this: If I am on a date and I try to invite myself to dinner with your parents the next day then there's going to be some resistance but if it's your idea and it flows naturally well then stack em up and hold on tight I'm firing up the grill for some steaks with mom and dad. You get the picture. So I leave something to be desired to get on a next call with me.
• Clear and easy next steps at the end of the call, I will straight up tell people they don't need a salesperson chasing them down for a time and that the next call I'll make sure to show xyz that we briefly discussed on this call.
• Placeholder on the calendar and if any stakeholders need to be there that weren't on the call to add them if they would like
• A follow-up email within an hour of us getting off the call that contains, (what we discussed, next steps and maybe a joke based off of the first call we just had)

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