We all know the basics of discovery.
Upfront contracts. Good questions. Set next steps.
But what about the moments in between?
The stuff that doesn’t show up in a call outline but makes the whole convo feel natural, high-trust, and tight as hell?
These are the 6 “between-the-lines” tactics I used to close $1M in less than 3 months and earn LinkedIn’s Super Club status.
Here’s how to run a discovery that doesn’t just check boxes - it clicks.
Warm Up Multithreading Before The Call
Make it hard for a champion to block you.
You crushed the disco. You ask for next steps. Suddenly, your "champion" goes full ghost mode.
Why? You got single-threaded.
Here’s what to do before the call even starts: ghost-write a short email your VP can send to their VP. Simple intro, no ask.
Say this:
“Hey Jim, I lead our sales team at LinkedIn. No need to respond - just wanted to introduce myself.
David brought me up to speed. Sounds like your teams are exploring some recruitment support.
With your new office move, just wanted to make sure you're not overpaying for talent or letting roles sit too long.
Again, no response needed. Just opening the line.”
Then early in the call, casually say:
“Also, I know our leadership teams have been in touch - I think Jim on your side and Armand on ours…”
Now your champion has less room to block, because you’ve already laddered up.
Ask Permission To Move Through The Call
Micro-checkpoints build trust and control.
Don’t bulldoze your way from rapport to agenda to demo.
Sprinkle in micro-permission moments that make your buyer feel in control.
Say this:
“Mind if we jump into the agenda?”
“Can I recap what I just heard?”
“Would it help to see a bit of the tool?”
“Cool to move into next steps?”
These small checkpoints show respect and keep the flow collaborative.
Use An "Interruption Tone" To Get 3x The Info Without Interrogating
You need to collect info. But you don’t want to feel like a census taker.
Here’s the move to make it feel like a conversation.
Interrupt yourself a few times with short, close-ended questions inside a big open-ended one.
Say this:
“Let’s start here - how many folks are you planning to hire this year?
*pause for quick response*
Got it. And - what roles are we talking about?
*pause for quick response*
Okay, mostly engineers. Those are tough, and - are you using any agencies?
*wait for close-ended response*
"Cool. So if these are technical roles and you’re not using headhunters... what’s been the biggest challenge in filling them?” (this is the big open-ended one)
This feels like a convo, not a checklist. Use tone and pacing to keep it human.
Use This 4-Word Cheat Code To Open Up Any Convo
Turn monologues into two-way dialogue.
Want your prospect to talk more without pulling teeth?
Just add: “What are your thoughts?”
It flips a statement into a dialogue instantly.
“This might solve itself when your new admin starts. But you know better - what are your thoughts?”
“I get the sense this might not be a major blocker? Hmm... what are your thoughts?”
It’s like conversational ping-pong. And you just served.
Find Hypothesis + Ask Permission To Teach
Don’t solve the wrong problem too fast.
Buyers shut down when you jump to solutions too fast.
You’ve heard this pain before. It’s tempting to jump into pitch mode.
When a prospect says, “We’re not ranking well on Google,” it’s tempting to reply, “We help with that - our campaigns get you to the top.”
But if you pitch before you probe, you train them to withhold info - because every answer becomes fuel for your next sell.
Instead, slow down and ask these 2 things after you hear a pain before you pitch:
- “You’ve been in this space a while - why do you think that’s happening?”
- “Can I share why you might be seeing that?”
Now, you have earned the right to say, “Sometimes even the best PPC campaigns flop when the keywords stop matching how people search. Trends shift fast, and it’s easy to miss.”
That tiny delay builds trust - and makes your insight land harder when you do pitch.
Preempt Objections Before They Show Up
Name their fears before they do.
You already know the objection is coming. Beat them to it.
Let’s say your tool saves time, but it looks like it’ll be complicated to learn and additive to their jammed 9-5s – while they’re venting, say this:
“And I bet the last thing you need is another tool that adds more work to your day.”
They’ll nod. Now you’ve earned the right to explain how it saves time.
Then, when you demo, drop this line:
“If what I do looks confusing, will you please cut me off and tell me to slow down?”
It’s not just humble - it gives them permission to be blunt. And blunt buyers are way easier to close.
Wrap Up
The in-between moments are what separate good reps from great ones.
None of these tactics require talent. Just intention.
Pick one, use it on your next call, and feel the difference.
Want more like this? Check out the "Fortunately Framework" podcast episode for my exact approach to handling tough objections like a pro.
Plus, let’s connect on LinkedIn. I share sales insights in my way-too-public #davidsdiary.
Watch David's episode: How To Reframe Objections As Strengths
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I’m David Rosenstein – I made Club One at LinkedIn for being in the top 1% of all sellers at the company, and got promoted 5x in 3 years from SDR to mid-market AE.
