Most discovery calls I listen to are not discovery.

Most discovery calls I listen to are not discovery. It's a demo with a few questions glued on the front.

Rep asks two questions, hears the word "problem" and jumps straight into the slides. Forty minutes later the buyer knows everything about the product and the rep knows nothing about the buyer.

Simple rule I give teams. If you talked more than they did, you did not discover anything. You presented.

Ask one more question than feels comfortable. "What happens if you do nothing?" usually opens the real conversation, I think.

The pitch can wait for the second call. It always could.