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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
and getting your coaching system in place. What's your approach? And I guess where do you need to be on the priority ranking for you to say, I'm gonna abandon this deal and push it away hard versus no, I wanna keep working a sales cycle right now. Yeah, I think for me, it's really trying to understand, 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,
that you solve in priority context of all of the things that they want to solve. You may be able to solve the problem that they tell you about because you steer the conversation towards talking about how they need help with analytics and you sell an awesome analytics tool, yada, yada, yada. Those analytics problems are like number 14 on the list “and they've got 13 other things that are way more important.” You're not gonna get a deal and you're actually gonna burn a lot of time on a deal that just like is not the number one thing that they need to solve. So at some point, Jacob does this earlier in the conversation. He goes, hey, I actually want to take a step back. I guess, irrespective of the forecasting stuff that we're talking about, like where does this, I guess, sit in the broader context of all of the priorities that you have?
on a deal that just like is not the number one thing that they need to solve. So at some point, Jacob does this earlier in the conversation. He goes, hey, I actually want to take a step back. I guess, irrespective of the forecasting stuff that we're talking about, like where does this, I guess, sit in the broader context of all of the priorities that you have? Because I want to make sure we're solving like a top one or two for you, “not just doing a nice to have.” Number two, great selling doesn't feel like selling. Jacob said that he sometimes will almost like forget that he's selling attention and that is the sign of being a.