I’ve found that during a discovery call, after your prospective client finishes speaking (there are exceptions), waiting a solid 3 SECONDS prior to responding usually results in them sharing more, thereby trusting you more, and ultimately helping you uncover information not otherwise uncovered.

Why are we on the call?

Typically, the FIRST question I ask a prospect on a discovery call is ‘Out of curiosity, what compelled you to take this call? What are you ultimately looking to solve for?’ This usually opens up the flood gates, uncovering information not otherwise uncovered.