About this episode

Mike Bosworth discusses the reasons why discovery calls fail and how to build trust and connection with buyers.

In this episode of SalesTV, Mike Bosworth, creator of Solution Selling and one of the pioneers of modern B2B sales methodology, explores why discovery calls often break down before meaningful conversations can begin. Joined by Rob Durant and Matthew Nicolle, Mike examines the role of buyer trust, emotional connection, sales discovery, and storytelling, challenging conventional thinking about why some salespeople consistently earn deeper conversations while others struggle despite following proven sales methodologies. Chapters 00:00 Why Discovery Calls Fail 01:00 Understanding Discovery Resistance 03:38 Why Most Salespeople Struggle 05:50 Hollywood’s Impact on Sales Trust 08:00 Why Sales Methodologies Fall Short 12:52 Building Trust Before Discovery 16:00 The Power of Storytelling in Sales 20:16 The Origins of Solution Selling 24:48 Developing High-Performance Salespeople 27:51 The ONE Thing - Connect Before You Converse In this episode we asked... * Why do buyers resist discovery questions even when they’re experiencing the problem I solve? * Why does the bottom 80% of salespeople struggle while the top 20% consistently succeed? * Where does discovery resistance fit within…

People in this episode

Host: Mike Bosworth

Guests: Rob Durant, Matthew Nicolle

Topics covered

• discovery calls
• sales methodology
• buyer trust
• emotional connection
• storytelling in sales

Mentioned in this episode

Organizations: Solution Selling, SalesTV

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