Preparing prior to a discovery call is like stretching before a workout. Don't get injured during your discovery call, make sure you "stretch" first.
A Sales Reps day is filled with all types of calls that require different types of skills, such as negotiating pricing, finding leads, presenting a solution, handling objections and more. It is easy to go through your day jumping from activity to activity and not properly prepare to adjust your mindset and lean into the skills needed for that specific type of activity.
Here are three actionable steps you can take to prepare for a discovery call, helping you to clear your mind, stay curious about deeper pain points, and resist the urge to sell too early:
1. Reframe Your Mindset with a "Consultant First" Approach
How: Before the call, spend 5-10 minutes visualizing yourself as a consultant rather than a salesperson. Your role is to diagnose, not prescribe. Write down a reminder like: “My goal is to listen, uncover pain points, and understand their challenges—not to pitch a solution.” Post it on your monitor to help remind you.
Why It Helps: This shifts your focus from selling to learning, helping you resist the urge to prematurely jump into a sales pitch. It also mentally prepares you to ask meaningful questions rather than trying to "wow" them with features.
2. Develop Strategic Questions for Deeper Insights
How: Prepare open-ended, curiosity-driven questions that go beyond surface-level needs. Focus on uncovering underlying problems, business impacts, and emotions tied to their challenges. Examples include:
“What’s driving your interest in exploring a solution now?”
“Can you walk me through how this challenge is impacting your team or goals?”
“What happens if this issue isn’t addressed?”
Why It Helps: Having these questions at the ready ensures you stay curious and probe deeper into their pain, keeping the conversation exploratory instead of transactional.
3. Clear Your Mind with Pre-Call Reflection or Meditation
How: Take 5 minutes to sit quietly, breathe deeply, and focus on clearing your mind. Reflect on the prospect’s needs based on your research, reminding yourself that this call is about them, not you. If you’re feeling pressure to sell, write down and acknowledge those feelings, then consciously set them aside.
Why It Helps: This practice centers you, reduces distractions, and helps you approach the call with genuine curiosity rather than anxiety or an agenda. A calm, focused mindset will help you actively listen and build rapport.
Bonus Tip: Focus on Building Trust, Not Closing Deals
Remind yourself that the ultimate goal of the discovery call is to build trust and gather information. Selling will naturally follow when you fully understand their needs. Let the process unfold at its own pace.
By adopting these practices, you’ll approach discovery calls with clarity, curiosity, and a client-first mindset, setting the stage for meaningful, productive conversations.
Homework
On your next discovery call, set aside the 15 minutes prior to perform the three steps above. After the discovery call, reflect on how it went. How was your mindset during the call? Were you able to uncover deeper issues and understand their challenges more clearly? If so, make this a normal part of every discovery call.
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