---
title: Discovery calls are won in the 1st Minute. Do this to make sure they go well.
description: Mastering the art of adapting to communication styles within the first minute of discovery calls can set the stage for more engaging and successful sales interactions, leading to better relationships and outcomes.
image: https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/split%20screen%20on%20the%20left%20is%20someone%20open%2c%20and%20in%20a%20casual%20conversation.jpeg
---

[Skip to content](https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well#main-content)

[![SLS logo Padded-2](https://www.salesleadershipsuccess.com/hubfs/SLS%20logo%20Padded-2.png)](https://www.salesleadershipsuccess.com)

- [Home](https://www.salesleadershipsuccess.com)
- [Blog](https://www.salesleadershipsuccess.com/blog)

This is a search field with an auto-suggest feature attached.

- There are no suggestions because the search field is empty.

# Discovery calls are won in the 1st Minute. Do this to make sure they go well.

[Steve Levitt](https://www.salesleadershipsuccess.com/blog/author/slevitt2000)

 May 21, 2024 6:45:00 AM

 The first minute of a discovery call can significantly influence its outcome. Recognizing whether a prospect wants to engage in personal sharing or dive straight into business is key. This insight allows you to tailor your approach accordingly, setting the tone for a successful interaction that aligns with the prospect’s communication style.

![](https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/split%20screen%20on%20the%20left%20is%20someone%20open%2c%20and%20in%20a%20casual%20conversation.jpeg)

<https://www.facebook.com/sharer/sharer.php?u=https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well>

<https://twitter.com/intent/tweet?url=&text=https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well>

<https://pinterest.com/pin/create/button/?url=https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well>

<https://www.linkedin.com/shareArticle?mini=true&url=https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well>

**The Pitch**

Understanding and adapting to the prospect's preferred communication style right from the start is crucial for building rapport and trust. A study by the Journal of Consumer Research indicates that sales interactions aligned with the customer's current mood and communication preferences increase satisfaction and the likelihood of a successful outcome by 34%.

**Identifying the Signs**:

1. **People who Share**:
   
     - Engage emotionally and are more expressive.
     - Participate actively in the conversation, often extending beyond business topics.
     - Show interest in you personally, asking about your experiences or feelings.
     - Display open body language, such as leaning in, which indicates engagement and openness.
2. **Those who Want to Start**:
   
     - Focus strictly on business topics from the outset.
     - Inquire about the agenda or specific business matters.
     - Tend to provide brief, concise answers.
     - Exhibit more closed or guarded body language, signaling a preference to keep the interaction professional and to the point.

**Adjust Your Approach Based on What You See and Hear**:   
When you detect that someone wants to share, embrace this openness by continuing the personal engagement. This builds a deeper connection, making them more receptive to your business discussion later. Conversely, if the prospect wants to start with business, respect their approach by promptly moving into your agenda. This shows that you value their time and are attentive to their style.

**So What?**   
By recognizing and adapting to these communication preferences early in the call, you can create a more personalized and effective interaction. This not only enhances the prospect’s comfort and trust but also sets a positive tone for the remainder of the call, increasing the chances of a successful engagement.

**Next Steps**   
✅ Practice identifying signs of 'Share' vs. 'Start' in your next discovery calls.  
✅ Train your team on adapting their strategies based on these observations.   
✅ Reflect on the outcomes to continuously improve your approach.

**Closed Won!**   
Adjusting your approach based on early cues can significantly impact the success of your discovery calls. How do you notice when someone wants to share or start, and what do you do? Share your strategies and let's discuss how to enhance our interactions for better outcomes. What techniques do you use to tune into and adapt to different communication styles? Leave a comment or question below, let's help move those deals to "Closed Won!"

[Sales discovery](https://www.salesleadershipsuccess.com/blog/tag/sales-discovery)

## Leave a Comment

## Related Posts

### [May 7, 2024 7:00:00 AM Key phrases to use on Discovery Calls to keep talk time under 20%](https://www.salesleadershipsuccess.com/blog/key-phrases-to-use-on-discovery-calls-to-keep-talk-time-under-20)

### [May 3, 2024 7:00:00 AM What to do on your Discovery Call to improve your 2nd meeting rate.](https://www.salesleadershipsuccess.com/blog/keys-to-securing-a-2nd-meeting-do-this-on-the-discovery-call)

### [May 22, 2024 6:45:00 AM Low Value vs. High Value Rapport Questions. Which are you using on your discovery calls?](https://www.salesleadershipsuccess.com/blog/low-value-vs.-high-value-rapport-questions.-which-are-you-using-on-your-discovery-calls)

![SLS Logo Square 1024-1](https://www.salesleadershipsuccess.com/hubfs/SLS%20Logo%20Square%201024-1.png)

Sales Leadership Success provides  Sales Management Consulting services for CEOs and Sales Managers in a customized, hands-on way. No fluff or theoretical advice. Just real-world strategies that help your business on day one. 

<https://calendly.com/stevenlevitt/intro> [mailto:steve@salesleadershipsuccess.com](mailto:steve@salesleadershipsuccess.com) <https://www.linkedin.com/in/stevenlevitt/>

- Blog 
    - [Sales Management Blog](https://www.salesleadershipsuccess.com/blog)
- Contact 
    - [Schedule Free Intro Call](https://calendly.com/stevenlevitt/intro)
    - [Schedule Paid Consultation](https://calendly.com/stevenlevitt/1hr-consult)
    - [eMail](mailto:steve@salesleadershipsuccess.com)

 © 2026 Sales Leadership Success, All rights reserved.

 Developed by [GiantFocal](https://www.giantfocal.com)

```json
{
  "@context" : "https://schema.org",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "Steve Levitt",
    "url" : "https://www.salesleadershipsuccess.com/blog/author/slevitt2000"
  },
  "dateModified" : "2024-05-21T13:45:00.815Z",
  "datePublished" : "2024-05-21T13:45:00.000Z",
  "headline" : "Discovery calls are won in the 1st Minute. Do this to make sure they go well.",
  "image" : [ "https://www.salesleadershipsuccess.com/hubfs/AI-Generated%20Media/Images/split%20screen%20on%20the%20left%20is%20someone%20open%2c%20and%20in%20a%20casual%20conversation.jpeg" ],
  "mainEntityOfPage" : {
    "@id" : "https://www.salesleadershipsuccess.com/blog/discovery-calls-are-won-in-the-1st-minute.-do-this-to-make-sure-they-go-well",
    "@type" : "WebPage"
  },
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "url" : "https://www.salesleadershipsuccess.com/hubfs/SLS%20logo%20Padded-1.png"
    },
    "name" : "Sales Leadership Success"
  }
}
```