How to nail your discovery call: learn from sales strategist and negotiation expert Julia Ewert

Do you offer discovery calls but are winging them? Can you confidently handle objections from potential customers?

This week, in Got Marketing?, Mia is joined by Julia Ewert, a professional negotiator and sales strategist, to discuss successful sales/discovery calls and objection handling strategies. 

Mia is put in the hot seat as she role-plays a discovery call with Julia, followed by constructive feedback. 

Julia’s expert critique is filled with actionable insights you can apply to your business to make your customer conversations more purposeful, collaborative, and effective.

From setting clear agendas to asking the right questions, this episode is packed with practical advice to nail your approach to discovery calls:

✨ The four-step agenda that transforms your client conversations

✨ How to ask great questions that uncover actual client needs (and avoid common pitfalls)

✨ The shopping list framework: addressing all objections upfront

✨ Why preparation and handwritten notes make all the difference

Get ready for a masterclass in handling objections, building trust, and structuring purposeful conversations, leading to better client relationships and improved sales outcomes. Whether you’re a seasoned pro or just starting to refine your sales process, this episode is your ultimate guide to more effective, collaborative conversations.

Tune in, take notes, discover how to lead confidently, and create impactful discovery calls that turn conversations into customers.

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Brands/groups mentioned in this episode:

• Adam Grant
• Adam Grant discussing the challenge vs support network on the Diary of a CEO podcast
• Objection handling framework
• From Pitch to Profit by Julia Ewert

 

Questions to ask in a discovery call

• "I want to respect the time you’ve set aside. Shall we get started?" (Agenda/structuring)
• "I’ve come prepared to learn about your business and ask some questions. Based on what you share, I’ll provide recommendations or advice. Does that sound okay?" (Agenda/structuring)
• "Before we finish, we can discuss and agree on the next steps. Would that work for you?" (Agenda/structuring)
• "What’s working well right now?" (Awareness) 
• "What have you done to get to this point in your business?" (Awareness) 
• "What’s brought you here today?" (Awareness) 
• "How do you think things can be different for your marketing?" (Awareness) 
• "Tell me something you’re really proud of in your marketing." (Awareness)