Discovery Questions, Networking Script and Overcoming Fear of Rejection | DTSM 44

Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose.

Today’s episode of the Do This Sell More Show – the podcast – contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show.

How to Start a Networking Conversation

Our second segment of the show is all about networking.

The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this.

If you’re wondering how to start a conversation, here is the script:


My name is ____

What’s your name?

What do you do for work?

How did you get into that?

How is business?

If you could change one thing about your business what would it be?

Would you like some help with that?

I want to introduce you to a friend of mine…

There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event.

Fear of Rejection

The third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone.

There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are:

1. Acknowledge it as Normal
2. Disassociate it with You (About Them)
3. Learn from Each Attempt
4. Ask Why, When, How, and Who

Fear of failure and rejection are often linked together but they shouldn’t be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video.

You don’t want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts.


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