The best discovery calls follow the 70/30 rule: the prospect talks 70% of the time. Your job is to ask great questions and listen, not pitch.
Strong answers show a structured approach: building rapport, understanding current situation, identifying pain points and their impact, exploring decision-making process, timeline, and budget, and agreeing on next steps. Best candidates listen more than they talk and use open-ended questions that uncover underlying motivations.
Fundamental sales skill. Candidates who pitch during discovery are transactional sellers. Those who diagnose before prescribing are consultative. Ask them to demonstrate a discovery question live.