Paul dives into this critical element of sales: the discovery sales call. Show Notes Do not be seller focused. You’re there to learn about the customer’s needs. Suspend your assumptions and go in with curiosity about the customer’s needs. Don’t interview the customer. You want to have a dialogue that will help you and the customer discover something new. Are you asking the right questions to promote dialogue? Listen to this episode for some great questions to use in your discovery sales call. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.