In partnership with
Master the Art of Discovery: Transform Your Sales Approach
Stop pitching. Start listening.
Introducing the first AI-native CRM
Connect your email, and you’ll instantly get a CRM with enriched customer insights and a platform that grows with your business.
With AI at the core, Attio lets you:
Prospect and route leads with research agents
Get real-time insights during customer calls
Build powerful automations for your complex workflows
Join industry leaders like Granola, Taskrabbit, Flatfile and more.
The most successful salespeople don't lead with product features—they guide prospects through self-discovery using strategic questioning.
Your Framework:
Begin every conversation with broad, open-ended questions about business objectives. What are your top priorities this quarter? Where is growth coming from? This establishes trust and context.
Then, progressively narrow your focus. Move from general goals to specific operational challenges. What's preventing you from hitting those targets? Where do bottlenecks appear?
The magic happens when prospects articulate their own pain points. They're no longer being sold to—they're problem-solving with you as their guide.
Why This Works:
People resist being told what they need, but they trust their own conclusions. When prospects verbalize their challenges and connect the dots themselves, they become invested in finding solutions. You've transformed from salesperson to trusted advisor.
Action Step:
Before your next call, write five sequenced questions that move from broad business objectives to specific challenges in your prospect's domain. Practice this discovery path until it feels natural.
Remember: The best sales conversations feel like consultations, not pitches.