5 Key discovery phrases

Nate outlines 5 key phrases he uses in discovery calls every day. These phrases help you go deeper and build influence without being cringy:

1. "Could you tell me more about when…"

Encourage detailed stories that release emotions, not short statements. Catharsis is powerful.

2. "To spend just another second on that…"

Focus on going deeper on important topics rather than covering more topics superficially.

3. "Ah, so, the reason I’m asking this is…"

Share your intention to encourage transparency and get the full story.

4. "How does this relate to when you said…"

Create connections between earlier answers or comments from other team members. This shows you’re listening and builds a pattern.

5. "Got it, so in my experience…"

Share your perspective to break up the interview style and earn the right to delve deeper.

You can't go to Paris on the first date

Martin explains how to run effective discovery calls that lead to sales. He stresses the need to identify the problem before offering a solution.

Here’s his step-by-step method:

1. Start with questions

Open the call by asking, "What brought you to this call? Why did you take the meeting?"

2. Listen and educate

Listen to the buyer's challenges. Educate them about their problems, showing they're not unique.

3. Show the future

Describe what life looks like once their problems are solved. Position your product as the solution.

4. Highlight consequences

Explain the cost of inaction, like lost time or efficiency. Assign a value to these soft costs.

Martin emphasizes that educating the buyer and understanding their problems first leads to better sales outcomes. This approach positions your product as the bridge to a better future and highlights the importance of addressing issues.

Understand before pitching

Andy shares his thoughts on discovery calls.

Discovery calls should focus on the buyer's challenges and goals, not on pitching your product. If you and the buyer don’t fully understand the problem or the desired outcome, pitching is pointless.

Andy’s advice:

• Focus on the buyer: Understand their challenges and goals.

• Skip the pitch: Avoid pitching during the discovery phase.

• Understand first: Don’t try to persuade without knowing the context.