TRP 153: Executing Great Discovery Calls with Don Kelly

In this episode of The Rainmaking Podcast, host Scott Love speaks with Don Kelly, sales expert and founder of The Sales Evangelist, about mastering discovery calls to improve client conversations and close more deals. Don shares his insights on why discovery calls should be treated as a mutual research process rather than just a sales qualification tool. He explains that prospects often don’t fully understand how to buy, and the best sales professionals act as trusted guides, helping them navigate the decision-making process with clarity and confidence. Key topics include the importance of structuring discovery calls with a clear roadmap, asking insightful questions to uncover client needs, and using visual tools to simplify complex sales processes. Don also discusses how to avoid common pitfalls such as overwhelming prospects with too much information, assuming they understand industry jargon, and failing to control the flow of the conversation. He shares actionable strategies for using storytelling, creating decision guides, and positioning yourself as a consultant rather than a salesperson. This episode provides a powerful framework for professionals looking to improve their sales approach and build stronger client relationships. Visit: https://therainmakingpodcast.com/ ----------------------------- Don Kelly struggled as a new B2B sales professional. Fortunately, he was able to receive the proper training and guidance which has led to his success as a software seller and the formation of The Sales Evangelist as one of the world's leading sales education organizations. Visit the sales tips section of his website: https://thesalesevangelist.com/sales-tips-2/ https://www.linkedin.com/in/donaldckelly/ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Learn more about your ad choices. Visit megaphone.fm/adchoices