Brian LaManna shares his discovery call technique: summarize what a prospect said, confirm you understand, then stay silent. He shows how this simple move gets prospects to reveal more, like when a company mentions 15 customers but later discloses 50 pilots and a goal of 100 by year end.
My Go to second question in Discovery. It's actually not a question at all. It's just summarizing what the prospect just said, but in an even more concise way. So here's an example the prospect might tell you yeah, Acme Cloud is a super huge initiative for us and Karen. We decided to launch it a few months ago as it'll give us a much larger market to go after and takes way less setup work than our legacy solution. We're only at 15 customers for now, but just trying to get as many folks to pilot as possible. So here's what my summary might sound like back to them. Thanks. Thanks for sharing. To make sure I have that right, you all are at 15 customers for Acme Cloud already, but the main focus is around getting folks into pilot to collect feedback given it has a much larger market you can serve. Is that right? Then I pause for three what feel like very long seconds. The silence signals a subtle non verbal ask for them to actually just add more and 80% of the time they will. Without asking another question, they'll often open up and share. Yep, you got it Brian. We have 50 pilots now. We're trying to get to 100 by year end. Yada yada. No fancy techniques. Just truly listen, summarize, confirm and let the silence work for you.
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