Gong.ai have analysed literally thousands of sales calls to get some really interesting, data-driven insights into what makes a successful discovery. They have summarised this into the 11 tips below.

1. Discovery is a process, not an event
2. Match your questions to the buyer’s journey
3. Re-validate everything you uncover
4. Phrase your questions to get long answers
5. Say the three “magic” words
6. Use “commercial-grade” listening
7. Ask questions based on what your buyer said
8. Ask questions only an expert could ask
9. Ask the “sweet spot” number of questions
10. Maintain a healthy talk-to-listen ratio
11. Turn on your webcam

My favourite point is about maintaining a good talk-to-listen ratio. They have uncovered some compelling data that shows a correlation between top-performing sales reps and the proportion of time they spend listening.

I would urge you to give this article a read; it’s well worth the time.