Are you looking to spark deeper engagement in your discovery calls? If so, consider holding off on diving into project details right away.

It’s natural to want to jump straight into the specifics of the deal—after all, that’s why you’re having the conversation. But here’s the problem: as soon as you shift into project talk, the discussion can quickly become tactical, bogged down in details, and stuck in the weeds. When this happens, you risk missing out on the bigger picture—the real motivations behind why your prospect is considering change in the first place.

So, what’s the solution?

Try this approach: resist the temptation to talk about their project for at least the first 15 minutes of your discovery call. Instead, focus on the broader context of what’s happening within their organization. Ask about company-wide initiatives, leadership priorities, and strategic goals. This not only helps you establish a higher-level understanding of their needs but also allows you to position your solution as a key piece of their larger business strategy.

By taking this step back, you gain valuable insights into what’s truly driving the decision-making process. You also build rapport and establish credibility, making it easier to guide the conversation toward value—rather than getting stuck in feature-heavy discussions too soon.

So, next time you’re running a discovery call, slow down. Give yourself the space to explore the bigger picture before zooming in on the specifics. You’ll find that when you do finally shift to project details, you’ll have a stronger foundation to drive meaningful, high-impact conversations.

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