A silent dissenter won't respond to "What are your concerns?". Instead, "soft-float" several potential objections, like giving them a multiple-choice question (e.g., "Is it our integrations, our pricing, or something else?"). This lowers the barrier for them to engage and allows them to latch onto a specific point, revealing their true apprehension.

Instead of rushing to fill a quiet moment with a pitch, deploy the phrase "I'm so curious about..." to prompt the buyer. This simple, disarming line invites them to elaborate on a point, turning a potentially awkward pause into an opportunity for a more natural, flowing conversation and deeper discovery.

Instead of asking standard discovery questions, top performers pose strategic questions that require joint exploration. This shifts the dynamic from a sales pitch to a collaborative problem-solving session, creating a deeper partnership and revealing unforeseen opportunities that standard questions would miss.

When a prospect asks if your product does something, it’s a confession that their current process is failing. Instead of just answering "yes," use it as a discovery opportunity. Ask, "How do you currently do that today?" to uncover the underlying problem and tailor your demo to solve it directly.

Traditional sales separates discovery from the demo. A better approach is to start the demo immediately and ask discovery questions in context. Asking "How do you track applicants today?" while showing your applicant tracking dashboard grounds the conversation in reality and makes your product's value more tangible.

When a prospect gives one-word answers, repeatedly and politely ask "Can you give me an example of that?" or "Can you be more specific?" This simple loop forces them to move from vague statements to the concrete details needed to build a case for your solution.

Contrary to traditional sales processes, the demo is the ideal moment for discovery. Prospects' defenses are down when viewing the product, making them more open. Prepare specific 'bridge questions' to ask before showing each feature to fill informational gaps.

Buyers are often too polite to voice concerns. To get past this, actively ask what parts of the presentation are unclear, challenging, or seem like they won't work. This "leaning into the negative" provides a library of information to tailor your next steps and address their real blockers.

Reframe the objective of a sales meeting to be getting a 'no' as quickly as possible. A 'yes' is simply a byproduct of failing to get a 'no.' This counterintuitive approach helps identify non-decision-makers instantly and forces qualified buyers to justify why the conversation should continue.