How Properly Conduct a Discovery Call & Not Scare Away Your Prospect | Jeremy Miner - 1961
Episode
36 min
Read time
2 min
Topics
Productivity, Sales & Revenue, Product & Tech Trends
AI-Generated Summary
Key Takeaways
- ✓Fight or Flight Triggers: Within seven to twelve seconds of a sales call, prospects subconsciously detect verbal and nonverbal cues. Coming across aggressive, needy, or overly enthusiastic triggers fight or flight mode, causing prospects to shut down emotionally and offer objections.
- ✓Detached Positioning Strategy: Start discovery calls by stating you need to determine if you can actually help because some companies are not a good fit. This neutral, unbiased approach triggers curiosity and makes prospects pull you in rather than push you away.
- ✓Problem Finding Over Solving: Help prospects discover two to five problems they did not realize they had by asking questions that reveal the gap between their current state and desired future state. Most prospects do not understand how severe their problems are or the consequences of inaction.
- ✓ABDs Not ABCs: Replace always be closing with always be disarming. Keep enthusiasm internal to avoid commission breath. When prospects feel they are being sold to, they emotionally shut down. Sell the results and outcomes, not the product or service itself.
What It Covers
Jeremy Miner explains his neuroemotional persuasion questioning methodology for discovery calls, focusing on triggering prospect curiosity rather than resistance by appearing neutral and detached instead of enthusiastic and pushy during initial conversations.
Key Questions Answered
- •Fight or Flight Triggers: Within seven to twelve seconds of a sales call, prospects subconsciously detect verbal and nonverbal cues. Coming across aggressive, needy, or overly enthusiastic triggers fight or flight mode, causing prospects to shut down emotionally and offer objections.
- •Detached Positioning Strategy: Start discovery calls by stating you need to determine if you can actually help because some companies are not a good fit. This neutral, unbiased approach triggers curiosity and makes prospects pull you in rather than push you away.
- •Problem Finding Over Solving: Help prospects discover two to five problems they did not realize they had by asking questions that reveal the gap between their current state and desired future state. Most prospects do not understand how severe their problems are or the consequences of inaction.
- •ABDs Not ABCs: Replace always be closing with always be disarming. Keep enthusiasm internal to avoid commission breath. When prospects feel they are being sold to, they emotionally shut down. Sell the results and outcomes, not the product or service itself.
Notable Moment
Miner reveals that when prospects say they already have a solution or ask why they should choose you in thirty seconds, salespeople should respond by admitting uncertainty about fit rather than launching into credentials, which immediately builds more trust than competitors establish in an hour.
Episode Transcript
This episode is brought to you in part by the following TSC sponsors. HubSpot helped Tumblr solve a big problem. They needed to move fast to produce trending content, but their marketing team was stuck waiting on engineers to code every single email campaign. Now they use HubSpot customer platform to email real time trending content to millions of users in just seconds. Here's impact. Three times more engagement and double the content creation. Want to move faster like Tumblr? Visit hubspot.com. This episode is brought to you in part by Blue Mango Studios. Imagine using a podcast as a lead generation source, not only attracting your ideal customer, but entertaining them and getting qualified leads. To find out more, go to bluemangostudios.com. If you're struggling to close deals, you need to try LinkedIn Sales Navigator. Get a sixty day free trial all on the house. Go to linkedin.com/tse. Again, linkedin.com for a sixty day free trial of LinkedIn Sales Navigator. How are your discovery calls? Are they scaring away your prospect, or are they actually helping them to make a informed decision? If they're not that great, check out this episode. We're going into the archive, pulling out one of our best ones from 2022, Jeremy Miner. Check it out. Hey. Hey. Hey, everyone. Welcome to another great episode of the Sales Evangelist podcast. I'm your host, Donald c Kelly, the sales evangelist, and I'm so excited for another great episode. I'm so excited to be here with you today. On this episode, I have the one and only Mr. Jeremy Minor, and you've probably heard him. You've probably seen him on YouTube and you probably have passed some of his ads. Man is everywhere, but he shares a lot of great insights. And on today's episode, I'm going into the archive to pull this one out. We spoke a couple of years ago, a few years ago now. And on this converse in this conversation, we focused on what can we do better to conduct better discovery calls and how can we make sure we're not repelling and pushing away our prospects. Jeremy goes through his process and shares what he does and how you can adopt these things to help you improve. If this is your first time listening to our podcast, go ahead and subscribe because we're going to drop amazing content like this each and every time. And if you're a long time listener, go ahead and hit me up on LinkedIn or share this episode with someone that you know, that can benefit from it. As always, listen and see how you can apply these things and actually take one or two things that you can utilize. I want you to improve. Check it out. Jeremy, welcome to the show, man. Donald, thanks for, having me on. You know, I'm gonna take all of that as a compliment. My kids make it pretty, pretty boring. So thank you for your Oh, whatever, man. I'm …
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