Introduction

The best way to have a great discovery call is by mentally preparing for the call beforehand. But what’s the best way to do this? In today’s episode of The Sales Evangelist, Donald is joined by sales and mindset coach Isaac Ho to discuss his strategies and tricks to prepare for a successful discovery call. 

Mental preparation can be the difference between an okay and a great call. 

• People often make decisions that fuel a latent belief they’re not even aware they have.
• Sales is just a transfer of energy. If you’re unprepared for a call or meeting, you transfer the wrong energy to the prospect or client.
• If you’ve done no research or prep about a company before a meeting, you must spend time and energy learning about the org rather than come to the meeting with thoughts to the table.
• When you enter a meeting, be curious. While a prospect will give you an understanding of their problem, they could be missing something that completely changes the situation.

How does Isaac mentally prepare for a discovery call?

• Be clear about what’s going on inside of yourself. What is your intention with the call? It’s not just to sell something, it’s to be curious and learn what the client needs.
• Don’t talk to people to just match them to a particular solution; that ignores the prospect's thoughts about the situation.
• People buy from a salesperson when they understand their problems better than anyone else. 

How to come mentally prepared to your next discovery call:

• Especially if you sell your own product or service, leave your baggage at the door. Don’t take responses personally. You’ll start responding to rejections as they argue directly with you.
• Accept that you can do everything right, and some people still won’t move. So stop making someone’s decision about you. 
• Understand the difference between a shadow (when you suppress something about yourself and then project that into the call) and a trigger (when you overreact to a problem not yet dealt with.)

To get in touch with Isaac, visit his website, isaachocoaching.com, or connect with him on LinkedIn.

This episode is brought to you in part by LinkedIn Sales Navigator.

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This episode is brought to you in part by Skipio.

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This episode is brought to you in part by mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

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This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com