In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey tackle one of the most critical yet underestimated aspects of sales: the discovery call. Are you guilty of “winging it” during these pivotal conversations? Tune in as Kevin and Sean break down the importance of crafting a tailored question bank, share actionable tips to elevate your discovery process, and reveal how asking the right questions can transform your sales game. If you’re looking to close more deals and gain the respect of your prospects, this is the episode for you.
Key Topics Discussed
- The Danger of Winging It in Discovery Calls (Approx. 00:00:00)
Kevin and Sean explain why improvising during discovery calls can lead to missed opportunities and how a question bank can save the day. - Building an Effective Question Bank (Approx. 00:01:00)
Learn how to create a dynamic set of questions tailored to different industries and titles, ensuring every prospect feels understood. - The Power of Open-Ended Questions (Approx. 00:05:00)
Discover why “what” and “how” questions are more effective than “why” questions in fostering productive, trust-building conversations. - The ROI of Better Discovery Questions (Approx. 00:07:00)
Explore how better discovery leads to more accurate forecasts, stronger relationships, and increased respect from prospects. - Refining Your Question Bank Over Time (Approx. 00:12:00)
Kevin and Sean emphasize the importance of regularly reviewing and updating your questions to stay relevant and effective.
Key Quotes
- Kevin Lawson: “You should never ask a question on a discovery call that you could find the answer to with public information. That’s a waste of your prospect’s time and shows you haven’t earned their business.” (Approx. 00:10:27)
- Sean O’Shaughnessey: “Why questions feel like interrogation. Great discovery questions start with what and how—they build trust and uncover real insights.” (Approx. 00:06:25)
- Kevin Lawson: “Writing down your questions allows you to tweak, hone, and refine them. It’s the preparation that separates good sellers from great ones.” (Approx. 00:09:05)
A Significant Actionable Item from this Podcast
Start Your Own Question Bank Today
Set aside 30 minutes to brainstorm 10-15 open-ended questions for your next discovery call. Categorize them by industry and prospect title. Use these questions in your next call, then evaluate their effectiveness. Adjust and refine over time to create a winning formula.
Summary
Mastering the discovery call is essential for any successful salesperson, and in this episode, Kevin and Sean provide the ultimate guide to getting it right. From crafting a versatile question bank to leveraging open-ended questions that build trust and uncover insights, this episode is packed with actionable advice to transform your sales process. Don’t miss this opportunity to elevate your skills and close more deals—listen now and discover the art of the perfect discovery call!
