Podcast episode
How to Run a Perfect Discovery Call (Start to Finish) | Jacob Fleisher
30 Minutes to President's Club19 Mar 202635 min
Description
In this episode of 30 Minutes to President’s Club, Jacob Flesher (Head of Sales at Attention) breaks down a full discovery call framework from start to finish, including how to challenge prospects without killing rapport, uncover true priorities, and run consultative sales conversations that actually convert. You’ll learn how top sellers avoid assumptions, diagnose real problems (not surface-level ones), and navigate modern objections—especially around AI—while building trust and credibility throughout the deal cycle. 🎙️ ACTIONABLE TAKEAWAYS: Anchor your deal to real priority (not “nice-to-have”): If the problem you solve isn’t in their top 1–2 priorities, you’re wasting time—always zoom out and understand where your solution ranks. Sell like a consultant, not a vendor: Stop thinking “how do I sell this product?” and start thinking “how do I solve this problem?”—the deal follows naturally from there. 3. Use the “slap in the face rule”: Never answer a question without understanding why it’s being asked—clarify first or risk giving the wrong answer and losing trust. 4. Don’t run self-serving discovery: Avoid checklist questions you could’ve researched beforehand—nothing kills a call faster than making the prospect feel like they’re being qualified instead of helped. These Courses Will Get You to President’s Club: 🏋 30MPC Training: 30mpc.com/training ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: 3 Deal Blockers that Kill Pipeline - https://www.attention.com/resources/30mpc-toolkit Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
typically it's like top three, but really what I wanna understand is like the magnitude of each priority, right? So if number one is like a CRM integration, they're going from Salesforce to HubSpot, like I just know that that is such a heavy lift that really implementing anything else “is gonna be such a challenge.” I really wanna understand why that is their top priority. It also gives you the opportunity to take a step back and maybe, can we help you reprioritize your priority? From my opinion, the way you're thinking about solving number one, I think it's actually a lot more effective if you get number two behind X, right? And kind of give your buyers this new perspective
And then start to unpack that a bit more and say, hey, listen, we just said that in three, you can't wait three months. You just explicitly said to me that they were to release this in three months. We can't and we don't even know if they're going to and if it's going to work, right? We're here together and we figured out that we can solve your problem today. Why wait? “Why take on that risk?” Well, Jacob, talk about a number of different best practices for salespeople. Now we got to talk about a worst practice. So the last question is, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps? The second I can sense that they're trying to qualify me.
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