Discovery Coach
My goal is to help AEs master discovery. When discovery is done right, everyone wins: AEs, their company, and their clients. AEs who are open to trying a new approach or sharpening the skills they have already, ’m here to help.
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Reader, quick one this week, Every rep I’ve coached wants to ask better questions. They study the frameworks. They try the “proven” lines. They even memorize lists of discovery questions. But there’s something those lists don’t tell you. You need to know WHY you’re asking (templates and 💩 without the ‘why’ doesn’t work). An AE asks, “What’s your biggest challenge?” in the first 3 minutes. But the prospect isn’t ready. They’re still figuring out if they can trust you. So you get surface-level answers. Or worse defensiveness. Here’s the shift we work on in coaching: 👉 Questions don’t live in a vacuum. They land differently based on the timing, tone, and trust you’ve earned. When a rep says, “Would it be okay if I asked a few direct questions?” They create permission. They lower resistance. When a rep says, “You mentioned X, can you help me understand what’s behind that?” They show they’ve been listening. They earn more depth. This is the real work of discovery. Not just having the questions, But knowing when they belong. If your discovery still feels like guesswork, It’s probably not your skill, it’s your rhythm. But for now, try paying attention to the moment before your next question. What’s been said? What trust have you built? What signal are they giving you? That’s where better discovery begins. Stay curious, Charles Muhlbauer |
Discovery Coach
My goal is to help AEs master discovery. When discovery is done right, everyone wins: AEs, their company, and their clients. AEs who are open to trying a new approach or sharpening the skills they have already, ’m here to help.