Ever feel the urge to correct someone?
Use that instinct to your advantage in discovery calls.
Try Elicitation Technique: The Presumptive Statement
Instead of directly asking about challenges, budgets, or decision-making, make an informed assumption that invites correction.
Example: Uncovering Decision-Making Power
? “I imagine a decision like this requires sign-off from the CFO and maybe the board.”
Now, watch the response:
❌ “Actually, I make the final call on this.”
✅ (Now you know who holds the power.)
❌ “The CFO isn’t involved, it’s our COO driving this.”
✅ (Now you know who to influence.)
By using presumptive statements, you lower resistance, keep the conversation natural, and uncover critical information without asking directly.
Master this, and you’ll never leave a discovery call empty-handed.
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