October 13, 2023

Sales Discovery Call vs. Interrogation

What is the difference between a Sales Discovery Call vs. Interrogation?

How often do salespeople unknown to themselves make it a contest with the client?

Ever wondered what the fine line is between a sales discovery call and what might seem like an interrogation?

It’s the intention of the salesperson and the sales process they have been taught or follow.

How do doctors and lawyers differentiate in their approach to their clients?

Now, let's explore how a doctor approaches their patient:
A doctor's approach is marked by empathy and patience, with trust and understanding as the fundamental pillars. The focus is on solving problems and sometimes those problems aren’t actually known by the patient.

On the flip side, picture the lawyer in a courtroom, driven by the relentless pursuit of truth. Empathy takes a back seat as they delve deep into the facts, doing whatever it takes to win. It's about control and exerting as much pressure as they can. To a certain extent, nothing is off the table. The approach at times can be confrontational with the objective of extracting information against that person's will. The flow of information is usually one-sided with no emphasis on sharing information and in some cases withholding information.

Do you get the picture?
Have you ever experienced this?

Having spent time in courtrooms you can see the visible apprehension that people when they are being cross-examined when they are in court. The way they speak, and their body language, they are tense and have their guards up.

Sound familiar?

It's not uncommon for salespeople to unknowingly slip into an interrogative mode during their discovery process. The line between asking challenging questions and diagnosing the situation becomes blurred.

Now, consider how this lawyerly approach often entices salespeople, especially in sales. But here's the revelation: sales is not just about 'them or us.' It's equally strategic and rooted in helping others.

The missing link? Many training programs neglect the subtleties of flexible communication and negotiation, favouring an all-or-nothing approach.
Qualify them hard, find their budget, identify their need, and find out when they want to buy.

Easy to see what’s missing right? The Human Touch.

The doctor, in contrast, masterfully gathers information, dismantling barriers of resistance, and encouraging truth-sharing. The result? Little neediness, a genuine sharing of information.

It's about asking the hard questions while also showing some heart, demonstrating that you're there to help.

If it's a good fit, it's a good fit.
If not, learn to let go of neediness and projection.