Discovery
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5 min read
Your discovery calls are too polite
Agreeable buyers don’t buy. Three questions that get a real answer before minute ten.
Maya Chen
Co-founder & CEO
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Dryrun journal
Discovery
A discovery call where the buyer agrees with everything feels great and goes nowhere. Agreeable buyers are usually being kind, not convinced. The calls that turn into pipeline have at least one moment where the buyer pushes back.
Three questions that get a real answer
Ask what happens if they do nothing this year. Ask who would be upset if the project slipped. Ask what they tried last time and why it stopped. Each question gives the buyer permission to say something uncomfortable.
“If we fixed this next quarter instead of this one, who would notice?”
Reps who asked one of these before minute ten booked more second meetings in our practice data. The ones who stayed polite collected compliments and no next steps.
Try it on the “Skeptical VP Operations” scenario. The buyer stays pleasant until you ask something real.
Maya Chen
Maya co-founded Dryrun after running a mid-market sales team that learned every objection the expensive way. She writes about discovery and the calls that decide a quarter.
