Episode 23:

Improve your sales results with deliberate practice and effective discovery

About this episode

Jonathan Mahan is the co-founder of The Practice Lab. Join us for an insightful conversation exploring the nuances of the selling process, with a focus on the critical role of discovery. Unpacking the limitations of traditional sales training, Jonathan underscores the necessity for continuous skill development and the agility to think on one's feet during discovery calls.

Discussion points:
  • Importance of Discovery: Jonathan emphasizes the pivotal role of discovery in the selling process, stressing its continuous nature and significance in value selling.
  • Skill Development and Adaptability:The conversation delves into the importance of skill development and the ability to adapt and think on your feet during discovery calls.
  • Gaining Time and Access through Discovery: Effective discovery not only reveals information but also extends access and time, contributing to successful sales interactions.
  • Identifying Gaps and Building Habits: We discuss the identification of gaps in discovery skills and the building of habits and foundational brain abilities to enhance capabilities.
  • Skills of a Good Sales Rep: We explore the qualities of a good sales representative, emphasizing the unconscious competence in utilizing essential skills.
  • Deliberate Practice vs. Traditional Role Plays: Jonathan advocates for deliberate practice over traditional role plays, highlighting its effectiveness for skill development.
  • Practicing Foundational Brain Abilities: The conversation explores the value of practicing foundational brain abilities outside of sales contexts to boost overall sales performance.
  • Real-Life Situations for Practice: We underscore the significance of real-life situations and low-risk environments for effective skill development.
  • Progressing to Adaptive Intelligence: We discuss the journey from knowledge to adaptive intelligence as a key progression toward the highest level of competency in sales.
  • Continued Practice and Reflection: Jonathan concludes with the importance of continued practice and reflection for maintaining heightened sales abilities over time.
Key takeaways:

  • Discovery is an ongoing process, starting before the first conversation and intertwined through the entire sales pursuit
  • Sales people can't rigidly plan the discovery flow — they have to follow the conversation
  • Discovery is a two way street — the customer should learn (and be guided) through the discovery process
To follow up with Jonathan, he can be reached on LinkedIn or via his company website.

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