Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?

In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.

What Sales Mistake Did I Make?

• During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.
• The deal didn’t move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.

How to Fix the Sales Mistake?

• Here’s what I learned from this sales mistake: instead of guessing that the person I’m meeting with is going to bring the right people along, I let them know upfront.
• As a consultant, it’s my moral obligation in the discovery call to paint the picture of what needs to happen.
• Typically, I’ll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.
• Be the consultant and embrace the awkwardness of telling them what to do. You’re the sales expert, and prospects see you as such, even when you don’t see yourself that way.
• Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don’t be afraid to speak up.

“You’re the professional. You’re the one who's done this before. Since you have climbed Mt. Everest, don’t rely on someone else's climate to tell you what’s supposed to be happening.” - Donald C. Kelly.

Resources

• Consider using Aligned to better illustrate your stories and resonate with your prospects.
• For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.
• I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here:

Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty?

Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential.

Authentic sales expert Scott Ramey joins us in this episode to guide you through the essential shift from scarcity vs. abundance. He's here to lead and inspire sellers, leaders, and businesses to build trust, take action, and drive results by adopting an abundance mentality.

Meet Scott Ramey

• Scott Ramey, an authentic sales expert and former Fortune 500 C-Suite Executive, brings over three decades of corporate experience and more than $100 billion in successful sales.
• As the Founder of The Ramey Group, he is a seasoned leader, speaker, and mentor. Notably, Scott served as an EVP at Transamerica, Nationwide, and Corebridge Financial, where he raised hundreds of billions of dollars and led large teams.
• His deep expertise in business development, team building, and leadership empowers individuals and organizations to achieve remarkable success.

Scarcity Vs. Abundance Mindset: Let’s Talk About It

• Why is the scarcity vs. abundance conversation so important for us to discuss? Scott shares how it all starts with the law of vibration. What you bring to the meeting with your prospects will be felt by them.
• If you’re nervous, desperate, or upset, they will feel it no matter how much you try to hide it. The scarcity mindset tends to run prospects off, but with authentic interest, you may be able to reel them back into the conversation.
• Scott also dives into how people tend to carry their day-to-day burdens on their shoulders without realizing it, even him.
• At 19, he had his first anxiety attack, but kept his anxiety to himself until he opened up to his daughter two years ago. He realized how much was lifted off his shoulders, just by opening up to someone.
• He now encourages other sellers to find a mindful activity that helps them calm their minds so they’re not bringing a scarcity mindset into conversations with their prospects.

Developing an Abundant Mindset: How Can Sales Leaders Help

• Scott shares how sales leaders can help their reps with a scarcity vs. abundance mindset:
• Don’t have unrealistic expectations or quotas.
• Create an environment that’s safe to learn and develop.
• If you just start there, sales leaders can help remove the pressure from their sales reps. This will allow them to grow into an abundant mindset that helps drive sales.

“When tension exists, the outcomes will not align.” - Scott Ramey.

Resources

Learn more about Scott and his teachings at thescottramey.com

Connect with Scott on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting.

I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals.

Stay Motivated

• What I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.
• Even if you’re an atheist or practice a different faith, you can still do affirmations to help send out positive vibes.
• Set a goal in the morning to pray or say mantras to set a positive focus on your subconscious thinking.

Have a Checklist

• I like to use my sales planner to create a goal to help me push through prospecting. For example, I might say I want to do 20 meaningful outreach activities and get at least five conversations with the end goal of gaining at least one appointment. This simple task keeps me focused on prospecting to reach my goal.
• Try reading the book Go for No by Richard Fenton and Andrea Waltz to help you push through the “nos” to get to the “yeses.”

Use Call Openers

• I tested some call openers in episode 1887, and a lot of the time they do work. Test them yourself and see how they work for you the next time you do cold calling.

There’s Always Success

• You might be going through the storm now, but it won’t always last. Eventually, you’ll be seeing sunny days and rainbows in your career as long as you push through and don’t give up.

"Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly.

Resources

Curious how "no" can lead to "yes"? Check out Go for No!

For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.

I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: