How To Lead A Discovery Call (Interview with David Neagle & Steph Tuss)

Sales Mindset and Discovery Calls

In this interview, David Neagle and Steph Tuss from Life Is Now, Inc. share their mindset tools and sales secrets that'll help you show up more confidently on your discovery calls, position yourself with expert authority, ask the right questions to get more yeses, charge more for your services.

Introduction

• Alex introduces David Neagle and Steph Tuss from Life Is Now.

• They have helped thousands of entrepreneurs gain confidence and find the mindset needed to build seven and eight-figure businesses.

• The interview will cover all things sales and entrepreneurship.

The Importance of Mindset in Entrepreneurship

• Entrepreneurship is 90% mindset.

• It's important to talk about what goes on in a successful entrepreneur's mind, how they overcome doubts, how they show up with confidence.

Decision Precedes the How

• The decision precedes the how means that making a decision is more important than figuring out how to do it.

• Once you make a decision, you will figure out how to make it happen.

Asking the Right Questions

• Asking the right questions is crucial in getting more yeses during discovery calls.

• You need to understand your prospect's pain points and offer solutions that address those pain points.

Positioning Yourself as an Expert Authority

• To position yourself as an expert authority, you need to have confidence in yourself and your abilities.

• You also need to be able to communicate your expertise effectively during discovery calls.

Charging More for Your Services

• To charge more for your services, you need to provide value that justifies the higher price point.

• You also need to be confident in communicating why your services are worth the investment.

Conclusion

In this interview with David Neagle and Steph Tuss from Life Is Now, Inc., we learned about the importance of mindset in entrepreneurship, how to ask the right questions during discovery calls, and how to position yourself as an expert authority. We also learned about charging more for your services and providing value that justifies the higher price point.

The Power of Decision Making

In this section, the speaker discusses how decision-making is the most important factor in creating and changing our lives. Most people are not taught how to evaluate, make, and commit to decisions.

The Importance of Making Decisions First

• People are raised with the idea that they need to get through life without making too many mistakes or creating trouble.

• When you make a decision first, everything begins to fall in line as to what patterns, people, information, and ideas you follow in order to create that in your life.

• Our most powerful attribute is our ability to choose. If we choose something, we then tell our mind to focus on the how afterwards based on the decision that we make.

Flexing Your Decision-Making Muscle

• It's easy to stay indecisive when going into sales conversations thinking "I need this person to say yes." Instead, go into a sales conversation just trying to get the other person

to make an aligned decision.

• Confidence and belief in oneself are essential for making decisions. Building your belief muscle by consistently taking forward motion helps build trust within yourself.

Building Trust Within Yourself

In this section, the speakers discuss building trust within oneself by following through on commitments made.

Building Belief Muscle

• Consistently taking forward motion helps build trust within yourself.

• Most people don't trust themselves because it's acceptable to break their word with themselves over and over again.

Following Through on Commitments Made

• No bullet points available for this section.

The Law of Polarity and Overcoming Fear

In this section, the speakers discuss the law of polarity and how it relates to having a desire. They also talk about how fear can be overcome by taking action towards what you want.

The Law of Polarity

• The law of polarity states that everything has an opposite side to it.

• If you have a desire inside of yourself, then by its very nature, you are also worthy of that desire.

• However, the other things required for manifesting your desire will not expose themselves until you make a decision to move in the direction of your desire.

Overcoming Fear

• You don't get over fear; you have to take it by the hand and show it who's boss.

• Courage comes forward once you make a decision to do something in the face of fear.

• Every person on the planet has qualities inside themselves that allow them to overcome fear, but they have to be exercised in order to bring out those qualities.

Embracing Sales Conversations with Confidence

In this section, the speakers discuss sales conversations and how important they are for starting a business. They provide tips for putting oneself into a place of authority and confidence during sales conversations.

Importance of Sales Conversations

• There's no way around it - anyone who wants to start a business needs to understand sales and embrace sales conversations.

Tips for Being Confident During Sales Conversations

• Put yourself into a place of authority by knowing your product or service inside-out.

• Be confident in your pricing and the value you provide.

• Listen actively to your potential customer and ask questions to understand their needs.

• Be authentic and genuine in your approach, and don't be afraid to show vulnerability.

Creating Comfort in Sales Conversations

In this section, the speaker discusses how to create comfort in sales conversations and take charge of the conversation.

Taking Charge of the Conversation

• State the purpose of the call and what you're going to accomplish on the call.

• Take charge by asking the first question.

Asking Effective Questions

• Ask questions because it already has their subconscious mind working with you in the sale.

• Ask what they want and stick with that question until you tap into their emotional desire.

• Ask them why they believe that they're not getting what they want.

Selling Themselves

• The whole idea is to get to a yes or no, not to convince them to do anything.

• People will convince themselves if they can openly and honestly say what it is that they want.

Setting Tone Early On

In this section, the speaker emphasizes setting tone early on in sales conversations.

Importance of Setting Tone Early On

• It's easy for a conversation to get away from you and go in another direction.

• Set tone early on so that prospects know who's in charge.

• Avoid being grilled with questions by taking charge immediately.

Leading and Asking Questions

• Lead by asking the first question.

• Ask important questions such as what are their needs, wants, desires?

Primarily Asking Questions

In this section, speakers discuss why primarily asking questions is important during sales conversations.

Importance of Asking Questions

• Every sound, noise, question, or statement causes a reaction in the potential prospect's mind.

• People show up reactionary to most things.

• Ask questions because it already has their subconscious mind working with you in the sale.

Emotional Desire

• People buy emotionally 98% of the time.

• Tap into their emotional self to allow themselves to want something even if it's something they need.

Selling Themselves

• The whole idea is to get to a yes or no, not to convince them to do anything.

• People will convince themselves if they can openly and honestly say what it is that they want.

Understanding the Customer's Mindset

In this section, the speakers discuss how to understand a customer's mindset during a sales call. They provide questions that can help determine a customer's viewpoint and emotional why.

Questions to Determine Customer Viewpoint

• Ask the customer why they are not getting what they want.

• If they blame others or situations, it indicates a victim perspective.

• If they take responsibility for their mistakes and lack of knowledge, it shows potential for working together.

Consequence Question

• Ask what happens if the customer does not get what they want.

• This question brings forth urgency and sets up consequences for making a decision.

Emotional Why

• When asking customers what they want, try to get to their emotional why.

• This helps understand their true desires beyond just transactional needs.

Getting to the Core of What Customers Want

In this section, the speakers discuss how to get past transactional needs and understand what customers truly want from a service provider.

Moving Beyond Transactional Needs

• Customers may lead with transactional needs like copywriting or specific services.

• Service providers should take control of the conversation by asking more questions about goals and desires beyond just transactional needs.

Being a True Partner

• Customers may need someone who can be a true partner in navigating marketing and brainstorming ideas.

• Service providers should ask questions that help them understand these deeper needs.

Clarifying Questions

In this section, the speaker talks about the importance of asking clarifying questions to understand what a potential client really wants.

Digging Deeper

• Ask why they need specific things

• Understand what they hope to accomplish

• Identify past results and issues

• Help clients bring clarity to their needs

Value Conflict in Sales

The speaker discusses value conflict in sales and how it can impact a potential client's decision-making process.

Understanding Value Conflict

• People want something that solves a problem or advances them, but may have a conflict with the process.

• Money is often seen as a value conflict, but it's not always about money.

• Urgency can trump values if it's important enough.

• Core wounds can impact how people view themselves and their worthiness.

Emotional Desires in Copywriting

The speaker talks about the importance of understanding emotional desires when writing copy.

Digging Deeper into Emotional Desires

• What we say we want isn't always our deep-down reason for wanting something.

• Urgency can change what people are willing to do to get what they want.

• Core wounds can impact how people view themselves and their worthiness.

Overcoming Value Conflict in Sales Conversations

In this section, the speakers discuss how value conflict can arise during sales conversations and how to overcome it. They also talk about recognizing misalignment between what the client wants and what they say they want.

Understanding Value Conflict

• Overcoming an obstacle has more value than what it's going to cost them.

• Lean into understanding why a prospect is saying no and navigate that value conflict in a way that ultimately helps them move forward.

• Recognize that the reason for not moving forward doesn't match what they said they want.

Believing in Your Value

• Believe in the value you bring as a salesperson.

• Doubts may arise whether or not you can actually bring the value or results your clients want.

• Establishing value at the beginning of a conversation becomes undeniable at the end of it.

Recognizing Misalignment

• Rarely will somebody say no without giving some kind of explanation as to why they're saying no.

• Distinguish if it's really a misalignment of what they said they wanted or if it's them reacting to past experiences and projecting.

• Listen to their explanation for saying no, ask why, and gain insight into their thought process.

Conclusion

• If there is a fit, work with them towards achieving their goals.

The Power of Saying No

In this section, the speaker talks about the importance of being honest and saying no when necessary. They discuss how people often struggle to say no and make excuses instead, but that it's important to hold boundaries for yourself and recognize when there isn't an alignment with a potential client.

The Importance of Being Honest

• People often struggle to say no and make excuses instead of being honest.

• It's important to hold boundaries for yourself and recognize when there isn't an alignment with a potential client.

• Saying "no" can actually make the other person want you more.

• Recognize that saying "no" is powerful.

Reprogramming Your Mindset

In this section, the speakers discuss strategies for reprogramming your mindset to be more successful. They emphasize the importance of shifting from an energy of getting to giving in sales conversations.

Shifting Your Energy

• Reframe your mindset by recognizing that sales conversations are about being in service to the other person.

• Shift from an energy of getting to giving in sales conversations.

• Bring clarity to a confused mind and help them make a decision whether it's working with you or not.

• Create a new experience by implementing new behaviors rather than just becoming aware of limiting beliefs.

Mindset Shifts for Entrepreneurs

In this section, the speakers discuss how mindset shifts are necessary for entrepreneurs to move forward and take action. They emphasize the importance of taking messy and imperfect action, getting feedback, and making adjustments along the way.

Importance of Valuing Truth Over Being Right

• The need to be right can be detrimental to an entrepreneur's success.

• Shifting the value from being right to valuing truth is important.

• Accepting mistakes and finding out what's right is crucial in producing desired results.

• Looking at oneself as a cause of unwanted results is essential.

Tools for Sales Conversations and Leadership Assessment

• A blueprint with key questions for sales conversations is available on their website.

• The blueprint provides a framework rather than a script for sales conversations.

• A leadership assessment that pertains to every area of life is also available on their website.

• The assessment shows strengths, potential weaknesses, and tips on overcoming those weaknesses beforehand.

Conclusion

• Grab both tools at the description below.

Conclusion and Thank You

In this section, the speakers conclude their conversation and thank each other for sharing their wisdom.

• Taking action is key to getting better.

• Thank you to David and Steph for sharing their insights.

• The conversation was enjoyable and informative.

Farewell

In this section, the speakers say goodbye to each other and end the conversation.

• The speakers say goodbye.

• They express gratitude for the opportunity to share their insights.

Gratitude for Questions

In this section, the speakers express gratitude for the questions asked during the conversation.

• Tia sent over questions that were used in the conversation.

• One question was skipped due to lack of context.

• The two questions were similar in nature.

Publishing Details

In this section, publishing details are discussed.

• The recording will be sent to a team for publishing on December 28th at 9:00 AM Pacific Standard Time.

• The video will be posted on social media with tags so that it can be shared by others.

Next Video Promotion

In this section, a promotion for another video is made.

• A link is provided to another video from the speaker.

• Tips are given on how to run a successful client discovery call.