Be curious, not perfect

Kyle Asay explains that reps often skip parts of discovery because they don’t fully understand the customer’s comments and fear losing credibility by admitting confusion.

Instead of pretending, he suggests focusing on curiosity. If something isn’t clear, ask the prospect to elaborate:

• “You mentioned [topic], I’m not familiar with that. Can you explain more?”

• “I understood most of that, but I’m unclear on [topic]. Can we dive deeper?”

This approach builds trust and shows genuine interest. You may trade a little credibility for clarity, but curiosity often strengthens your understanding and makes you more credible in the long run.

The discovery call slide you need

Salman Mohiuddin recommends using one slide during discovery calls with executives (VP level or above). Instead of showing growth metrics, company details, or logos, he suggests focusing on the prospect’s strategic priorities.

On the slide:

• On the left: A quote from one of their C-level execs, highlighting a strategic priority connected to your solution.

• On the right: A picture of that exec.

Start by reading the quote aloud, providing context, and then ask:
“How does your CXO’s strategic priority align with your objectives and how your team supports it?”

By keeping the conversation focused on them, not you, this method sparks meaningful discussions and gets the prospect talking about their real goals.

Call out doubts respectfully

Charles Muhlbauer talks about how he closed a $65,000 deal by respectfully challenging his prospect.

The prospect mentioned that they had the problems Charles’ solution could solve, but when it came time for the demo, they hesitated. Instead of pushing, Charles asked a few direct questions:

⇢ “It seems like the problem is worth solving, but you don’t believe we can help. Is that right?”

⇢ When the prospect agreed, Charles asked, “Are you open to being proven wrong?”

⇢ The prospect agreed, so they continued with the demo, which led to a closed deal.

Lesson: If a prospect hesitates, ask the tough questions to get to the real reason. Don’t argue, just challenge them respectfully.

Confronting workarounds to help prospects grow

In her article, Hannah Ajikawo discusses why workarounds in sales often hide deeper issues that hinder growth.

Workarounds are temporary fixes, like using spreadsheets instead of a CRM or bypassing policies to save time. While they seem harmless, they can cause inefficiencies and hidden costs over time.

Sales reps can use this to their advantage by identifying workarounds and showing prospects how they harm long-term scalability and profits.

When talking to a prospect, start by asking:

• “How are you managing this issue right now?”

• “What solutions have you tried?” These questions help you uncover signs of workarounds, like manual processes or shadow systems.

Once you spot a workaround, educate the prospect on its hidden costs. Use examples like:

• Behavioral workarounds: Teams bypassing official processes (e.g., managers approving things over Slack).

• System workarounds: Using spreadsheets instead of a CRM.

• Process workarounds: Ignoring policies to save time (e.g., bypassing ticketing systems).

• Cost workarounds: Choosing the cheapest fix that leads to greater losses later.

Then, help your prospect recognize the “unsustainable point” of their workaround:

• “How much longer can you keep this process as your business grows?”

• “What happens if this fails during a critical time?” This shows them how their quick fixes are hurting long-term growth.

Finally, explain the consequences of staying on this path:

• Time wasted on inefficient processes.

• Risk of data loss or system failure.

• Growth challenges that won’t scale.

By bringing these points to light, you can help prospects see the value of investing in a real solution that removes constraints, leading to greater efficiency and profitability.

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