Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Don Kelly, sales expert and founder of The Sales Evangelist, about mastering discovery calls to improve client conversations and close more deals. Don shares his insights on why discovery calls should be treated as a mutual research process rather than just a sales qualification tool. He explains that prospects often don’t fully understand how to buy, and the best sales professionals act as trusted guides, helping them navigate the decision-making process with clarity and confidence. Key topics include the importance of structuring discovery calls with a clear roadmap, asking insightful questions to uncover client needs, and using visual tools to simplify complex sales processes. Don also discusses how to avoid common pitfalls such as overwhelming prospects with too much information, assuming they understand industry jargon, and failing to control the flow of the conversation. He shares actionable strategies for using storytelling, creatin