How To Run A Discovery Call In Tech Sales (2026 Guide)

Free Guide To Master Sales Calls 👉 https://academy.thesoftwaresalescoach... 📈 Ready to accelerate your income and performance? Book A Call 👉 https://calendly.com/sa--zm8/sales-st... Timestamps: 00:00 - Intro 00:35 - Getting on the Same Side as the Buyer 02:43 - Behavior (Making it a Great Use of Their Time) 05:23 - Execution (Asking the Right Questions) 08:26 - Handling Objections 10:41 - Driving Forward (Getting Clear Next Steps) Connect With Me: Website: https://www.justinjayjohnson.com LinkedIn:   / justinjayjohnson   YouTube:    / @softwaresalescoachjjj   Instagram:   / justinjayjohnson   TikTok:   / justin.jay.johnson   Facebook:   / justinjayjohnson   Twitter: https://x.com/jjjsalescoach If you’re new here I’m Justin Jay Johnson (JJJ) and I’m the Founder and CEO of Software Sales Coach (thesoftwaresalescoach.com). I offer accelerator programs for Software Sales Professionals that are trying to raise their game. From AEs, to Sales Leaders, to Founders we offer programs to help. I’ve been coaching, consulting, and advising for the better part of a decade and have worked with hundreds of individuals and dozens of companies in that time. There is a lot of BS out there so here’s a bit more about my story and my credentials… I’ve been blessed with adversity. From nearly dying at birth as the first ever ECMO baby at Children’s Memorial in Chicago, to having 34 surgeries after another near death snowmobile accident, to growing up blue collar in construction and being the first one in my family to graduate college, blessings upon blessings helped prepare me for life as a leader once I entered the workforce. What’s enabled me to not only survive but thrive is leveraging this adversity to my advantage to fuel my endless pursuit to make an impact on the world. My inner BEAUTIFUL SAVAGE if you will. My approach to life has lead to many successes, failures, and learnings on my journey. My mission is to help tech sales professionals live life on their terms which is why I created the programs that I run. . TheSoftwareSalesCoach.com is a destination for tech sales professionals to go to learn what it takes to be elite at their craft, master their conscience, and how to navigate their career. In short… I was terrible at Sales and figured it out. Now I want to help others. Life is short so my mission to help 100,000 people in tech unleash their full potential If you’re reading this know that I’m rooting for you. JJJ