Why My Discovery Call Goal is Just 1%
Let’s be honest: most of the “ick” we feel in sales shows up on discovery calls.
Why? Because our motives sneak in.
👉 I hope they say yes.
👉 I need to hit my number.
👉 I really want this deal to close.
That mindset makes the whole interaction feel self-centered, pressured, and—let’s call it what it is—awkward. And it rarely leads to success.
Here’s the reframe that changes everything:
The goal of a discovery call isn’t to get the sale. It’s to make someone feel better than they did before they met with you.
When you show up this way, two things happen:
- They actually want to meet with you again.
- They may even want to work with you.
Why? Because every human being desires, on a deep level, to be around people who make them feel better.
That doesn’t mean solving all their problems in one call. It means:
✨ Showing up in a way that makes them feel seen.
✨ Asking smart questions that help them clarify their real challenge.
✨ Being present enough to meet them where they are.
One of the reasons I love sales so much is because whenever I pick up the phone or head into a meeting, I set one simple intention:
Improve the other person’s day by 1%.
Sometimes that looks like curiosity about their business. Other times, it’s simply giving them space to reflect on something totally unrelated—like the recent loss of a loved one or a joy they’re celebrating.
For those 30–60 minutes, my job is to show up as the person they need. That’s the bare minimum I hold myself to.
Because at the end of the day, sales isn’t about “getting” anything. It’s two humans coming together to see if there’s a way to make each other’s lives a little better.
And when you shift your discovery calls with this intention, you’ll notice something powerful:
They feel better. You feel better. And the results naturally follow.
P.S. On your next discovery call, try asking yourself: What’s one small way I can improve this person’s day by 1%?
