In this episode, Paul explains the different elements of a discovery sales call. Show Notes: It’s a discovery call for a reason. You’re exploring the customer’s needs, wants, and concerns trying to discover something new.  “There are three things that get in the way of a good discovery call…” “Pitching your solution before discovering the buyer’s needs. That’s the equivalent of a doctor prescribing before diagnosing the disease.” Too many leading questions will serve the seller, not the buyer. Remember to be customer-focused. Some sellers believe that they already know the buyer’s needs. They are walking in with that assumption, limiting their ability to discover anything new.  Send the buyer a couple of talking points before the meeting, and be sure to ask a few through-provoking questions.  The best discovery is self-discovery. Help the buyer discover something new. Click here to purchase the latest copy of Value-Added Selling! Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you.  *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  Thank you for tuning in. Make it a big day.