In 1905, Frederick Wells was 18 feet underground in a South African mine when he saw something shiny — a diamond. Half the size of a brick, it was the largest ever found. Today, the estimated value of the Cullinan Diamond is $400 million.
Imagine the sensation he felt in that moment, the sensation of discovery. If you’re a sales rep, you might recognize it. You’re on a discovery call with a prospect, searching for a justification to pitch your product, when all of a sudden, there it is: a bright, expensive problem that only you can solve.
Below is the science of running a great discovery call for every deal — how to prepare, what to say, and how to make it shine.
What you’ll learn:
What is a discovery call?
Why are discovery calls important?
What questions should I ask prospects in a discovery call?
Tips for how to run
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