Matt Ryder says discovery calls fail when you interrogate with checklists. Instead, guide prospects to realize they can't keep going as-is by asking three or four questions that build intensity, starting broad then narrow, until they feel the shift themselves.
If your discovery questions feel like an interview, you're doing it all wrong. Discovery is not a checklist. It's a guided realization. You're helping them connect the dots that they've avoided. So your questions need to build in intensity. And if you ask more than 3 to 4 in a row, it's going to sound like they're kind of in the middle of an inquisition. So you start off broad and then you're going to narrow. You quantify future pace, then input a decision to want to change. You want the prospect to say, I cannot keep doing this. That's when you lead them down the road to your solution. If the discovery doesn't change how they feel about what they're doing, you're not gonna get them to change what they're doing.
