How to Run Discovery Calls That Build Trust and Lead to Yes
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How to Run Discovery Calls That Build Trust and Lead to Yes
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In this solo episode of Growth Conversations, I’m breaking down one of the most powerful — and most misunderstood — parts of the sales process: the discovery call.
If you’ve ever felt awkward, rushed, or unsure of what to say on a sales call, this episode is for you.
We’ll walk through the exact structure I use to lead discovery calls that build trust, qualify leads, and create real alignment — without ever feeling pushy or salesy.
Whether you’re brand new to sales or looking to tighten up your process, you’ll walk away with practical tools you can use immediately.
🔑 In this episode, I cover:
- The real purpose of a discovery call (hint: it’s not to close the deal)
- Common mistakes that kill trust and how to avoid them
- A simple framework to guide every call
- Key questions to uncover need, timeline, authority, and budget — without sounding robotic
- How to lead with curiosity (and land better clients because of it)
Discovery isn’t about selling — it’s about learning. And when you show up as a guide instead of a pitch machine, people feel the difference.
👥 Know someone who struggles with sales calls? Send them this episode!