Chris WiserSerial Entrepreneur and MSP Growth Catalyst

Master The Discovery Call Psychology in 2025

Name: Master The Discovery Call Psychology in 2025
Uploaded: 2025-03-13T17:00:13Z
Channel: Chris Wiser
Description: A short dialogue from a YouTube video about sales psychology on discovery calls. Speakers emphasize that buyers feel uncomfortable emotions when facing…

13 Mar 2025

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A short dialogue from a YouTube video about sales psychology on discovery calls. Speakers emphasize that buyers feel uncomfortable emotions when facing change, which leads them to ask about cost; the hosts warn against 'floating' a price during discovery calls because it can prematurely remove you from consideration, and recommend deferring exact pricing by explaining you don't yet know the scope or cost.

When was the last time in your business you had to make a change and it wasn't one that you were comfortable with?
I want you to feel those emotions.
For just a minute.
Because more often.
Than not, those are the same emotions.
That your buyer.
Is feeling when they're talking to you on a discovery call.
And that's why their go to move all the time.
Is how much is this going to cost me?
So here's the thing. If you float a price in the discovery call.
Which you may.
Feel compelled.
To do, but.
If you float a.
Price in the discovery call, the odds.
Are you're going to be out of the game before the.
Game starts.
So we'll talk about that in another video because I really want to dig into that a little bit. But don't be afraid to say this. I can't tell you what it would.
Cost because I don't know what I'm walking into.