When a prospect uses a competitor, the discovery call has two jobs: find where your solution fits better and decide if they're actually a good fit for you. Ask questions, listen until they finish, and track opportunities on a list. It's mutual assessment, not a pitch.
So when you're talking to a prospect who says they're with a competitor, the key things again you're looking for, and that you're writing a list down, is you're looking for opportunity of where it is you could be a better fit for them while determining if they're a good fit for you. Keep in mind, this is a discovery call. So a discovery call means it's a discovery, a discovery to determine are they a good fit for you and you them, right? So you just keep letting them go when they're done and you ask your own questions and then you get the boom and
