Include these questions in every Discovery Meeting.

The only thing you should be doing in a discovery meeting right now is to qualify or disqualify the prospect. Yes, you, not them. You are disqualifying or qualifying that prospect. So what should you do? Ask some simple questions. Number 1, what intrigued you to take the meeting? Find out why they were even interested in talking to you. They're going to give you a lot of good information. And then make sure you ask the Power 4. Number 1, what's your number 1 goal right now? What would it mean if you could achieve it? What's the challenge, problem keeping you from it? And how's that affecting you or the business right now? Those are 4 very effective questions that are going to allow you to grab some intel to determine whether or not you can hire or you can help that prospect. And then give them a little of your background and what you stand for to see if you guys are in alignment. That's all you should be doing in the discovery meeting. The only goal of the discovery meeting is to get the second date. That's it. If you go for the kill too quick, you're going to lose the prospect fast.