Description

Summary: Master the discovery call by learning why salespeople fall into pitch mode -- and how to stay focused on qualifying, not convincing.

Discovery calls are where deals are won or lost, yet most salespeople skip real discovery and default to pitch mode. In this episode, Mark McGraw and Josh Pitchford break down why sellers fall into the pitch trap -- from bait questions to being too "I-centered" -- and what to do instead.

Learn the Sandler behavior-attitude-technique framework for running better discovery: pre-call planning, setting the dial to "no," using reversing to redirect bait questions, and setting clear upfront contracts so buyers know what to expect. Stop trying to sell -- seek to understand.

Host: Mark McGraw -- Building Your Sales Engine
Co-host: Josh Pitchford -- Building Your Sales Engine

In This Episode:

• What discovery really means: qualifying pain, budget, and decision-making process
• Why sellers say "discovery" but actually hope prospects discover them
• Bait questions: how buyers pull sellers into pitch mode without realizing it
• The "I-centered" problem: why sellers talk about themselves instead of the buyer
• Fear and comfort zones: why pitching feels safer than asking tough questions
• Set the dial to "no" -- it is the prospect's job to convince you, not the other way around
• Pre-call planning: pre-decide what you will do when bait questions come
• Upfront contracts: setting expectations so everyone knows it is a discovery meeting
• The 70/30 rule: the buyer should talk 70% of the time in discovery
• Behavior, attitude, and technique -- the Sandler framework for better discovery calls

Links:

• Sandler: https://www.Sandler.com
• Episode page: https://www.BuildingYourSalesEngine.com/
• Show links: https://linktr.ee/buildingyoursalesengine
• Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/
• Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/