"Move beyond surface-level questions and start leading sales conversations that create real trust"

- Dan Rochon

Turn surface-level chatter into deep, trust-building conversations that lead to real solutions

There’s a moment in every successful sales process where the conversation shifts—from transactional to transformational. That moment usually happens during the discovery call. But only if it’s done right.

A discovery call isn’t about proving how much you know. It’s not about features, benefits, or closing tactics. It’s about showing your prospect that you actually understand their world—sometimes better than they do.

Here’s how to get there:

1. Stop Looking for the “Right Answer”

Most salespeople go into discovery calls with a checklist. They ask what the prospect wants, what budget they’re working with, and when they’re ready to decide.

Helpful? Sometimes.

But what matters more is why those answers exist in the first place.
Why now?
Why this pain?
Why not fix it already?

Your job is to explore the problem behind the problem. That’s where the real opportunity lies.

2. Start With Emotion, Not Logic

Prospects buy with emotion and justify with logic. If you only talk about features or deliverables, you’re missing the entire decision-making engine.

Let’s say your prospect says they want more leads. That’s not the real pain. That’s a symptom. Ask:

• What’s happening right now that makes leads such a priority?

• What happens if this continues for the next 6 months?

• How does that affect your team—or even your personal life?

When the conversation shifts into frustration, pressure, embarrassment, or fear—you’re finally getting close.

3. Use Silence as a Strategy

The best discovery calls don’t feel like interviews. They feel like conversations—slow, thoughtful, sometimes uncomfortable.

Get used to the pause after a tough question. Let it hang.
That’s when people tell the truth.

If they say, “I’m not really sure,” don’t rush to rescue them.
Say, “That makes sense. What’s coming up for you right now as you think about that?”

Give them room to find their own insight. That insight becomes your leverage later.

4. Mirror, Label, Repeat

This one’s simple but powerful. Borrowed from negotiation experts, the “mirror and label” approach can unlock the things prospects aren’t saying out loud.

Mirror: Repeat the last few words they said, as a question.
Label: “It sounds like…” or “It seems like…” to name what they’re feeling.

Example:
Prospect: “We’ve tried everything and nothing’s working.”
You: “Nothing’s working?”
[Pause]
You: “It sounds like you’re feeling stuck, maybe even a little frustrated?”

These techniques help the prospect feel seen—and make them more likely to open up further.

5. Don’t Solve Too Soon

This is the most common mistake. The moment we hear a problem, we want to fix it. We interrupt with solutions. We jump into pitch mode.

Resist.

Let the problem breathe. Let them tell the full story. Every additional detail adds weight to the eventual solution. If you solve too soon, you lose that weight—and you lose the sale.

Instead, affirm their experience. Then say, “Would it be okay if I shared some thoughts that might help?”

That shift from fixing to offering support builds massive trust.

Final Thought: People Don't Buy Products, They Buy Clarity

A great discovery call doesn’t end with the prospect saying, “That sounds good.”
It ends with them saying, “I’ve never thought about it that way before.”

Your job isn’t just to uncover pain. It’s to help your prospect understand their pain in a way they couldn’t before.
That’s how you stand out.
That’s how you sell.

Slumps are inevitable, but staying stuck in one is a choice. Take control of your mindset, take action, and before you know it, you’ll be back on top.

Want more strategies to break out of a sales slump? Join our community of sales professionals who are committed to achieving No Broke Months.