30 Minutes to President's Club | No-Nonsense Sales #557 - How to Run a Perfect Discovery Call (Start to Finish) | Jacob Fleisher
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Mar 19, 2026 Jacob Flesher, Head of Sales at Attention, is a discovery and consultative-selling pro. He walks through a start-to-finish discovery call framework. He explains the “slap in the face” rule, the note-card trick, and how to challenge priorities without killing rapport. He covers when to demo, navigating AI objections, and spotting high-opportunity buyers.
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Use The Slap In The Face Rule
- Never answer a prospect's question until you know why they asked it; clarify first to avoid making false assumptions.
- Jacob's "slap in the face" rule: imagine a hand ready to slap you if you guess wrong about vague asks like "do you have analytics?".
Use The Note Card Trick
- Capture one-word reminders during long prospect monologues so you can return to other important pains later.
- Jacob calls this the note card trick: jot single words to avoid getting derailed while exploring a golden nugget.
Anchor Deals To Top Priorities
- Anchor your deal to the prospect's top priorities, not a surface-level problem they casually mention.
- Ask "what's the one thing at the top of your priority list?" to avoid working on nice-to-haves like analytics when commissions or integrations block purchasing.