Hey Reader,

I’ve been thinking about how often reps skip a small but powerful step when discovery calls go sideways

Not because the prospect is being difficult,

but because the rep never set the table clearly.

Here’s a truth I covered in my course:

“Align expectations. Make sure both you and the prospect are clear on why you’re talking, what’s next, and where things stand after every conversation… Your job as the AE is to set the table perfectly. Their job is to decide whether they want to sit down and have a meal with you.”

What does that look like in real life?

A. 30‑second upfront contract

Start by asking:

“Before we dive in, just so I’m using your time well, how much time do you have?”

Then:

“I have three things I’d love to cover: one, your situation; two, where you want to go; and three, whether and how we might help. Does that sound useful?”

That little moment does two things:

1. You and your prospect know exactly what’s on the table.
2. They hear that there's a clear agenda and they're in control of what comes next.

B. Check‑ins throughout

Every few minutes, do a mini‑recap:

“So far we’ve covered X, and it sounds like Y is your main concern. Correct?”

This keeps them in the conversation and prevents misalignment.

C. End with clarity

You don’t need a hard sell. Just:

“Was this helpful? If yes, the next step would be a demo with your team in the room. If not, I can send you some resources and close this out. Either way’s fine.”

• That lets them breathe
• They don’t feel pushed
• And you didn’t hope they’d say “yes”

The memo: don’t force it out of them, allow them to open up.

Try this on your next call :)

Stay curious,

Charles Muhlbauer​
​Find me on LinkedIn​