An effective salesperson is like a good therapist.
A discovery call is like a session with your client on the couch.
You need to create a safe & secure environment, built on a foundation of trust & rapport where they feel comfortable to unload.
You need to listen carefully.
You have to enter their world & understand their problems.
You need to empathise.
You have to speak their language so your words resonate.
Once you fully understand their issues you should objectively advise them, offering a different perspective.
They should look to you as a confidant.
An advisor who doesn't judge.
Someone who listens and wants the best for them.
They should then leave your session as though a huge weight has been lifted.