The Six Foundations of Sales Confidence Transistor (https://transistor.fm) https://feeds.transistor.fm/the-six-foundations-of-sales-confidence If you’re good at what you do but selling still feels uncomfortable, this podcast is for you. The Six Foundations of Sales Confidence helps entrepreneurs become more confident, more effective, and more intentional in the conversations that lead to revenue. ©️ 2026 Amie Thompson 6301f7a3-daa1-5436-9ee1-fff7bc717a8a yes en Tue, 08 Sep 2026 19:28:05 -0400 Tue, 08 Sep 2026 19:29:02 -0400 https://score.amiethompson.com https://img.transistorcdn.com/fcB9s8vQ1d07QLzgepAEHQmeOERSl6fZoXArJhQtAy0/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iMGYy/OWUzZjAzYzVjNDFm/OTdkMzQwYTc3ZjJl/YzU4MC5wbmc.jpg The Six Foundations of Sales Confidence https://score.amiethompson.com episodic Amie Thompson If you’re good at what you do but selling still feels uncomfortable, this podcast is for you. The Six Foundations of Sales Confidence helps entrepreneurs become more confident, more effective, and more intentional in the conversations that lead to revenue. If you’re good at what you do but selling still feels uncomfortable, this podcast is for you. sales confidence, small business sales, selling for small business owners, sales for entrepreneurs, how to sell, sales skills, sales conversations, consultative selling, selling services, service business sales, sales mindset, relationship building, value communication, discovery skills, offer execution, sales resilience, business development, client conversations, generate revenue, grow your business Amie Thompson No No How to Uncover the Real Problem on a Discovery Call 1 1 5 5 How to Uncover the Real Problem on a Discovery Call full df8a3bbd-32d0-4793-9098-0657598f9e5e https://share.transistor.fm/s/41853b54 Episode summary:
Someone can come into a discovery call with a very clear idea of what they want, but that doesn’t necessarily mean you’ve uncovered the real problem yet.

In this episode, Amie Thompson explains how to look beyond the initial request, separate symptoms from underlying problems, and confirm your understanding before recommending a solution. You’ll also learn why good discovery isn’t about proving someone wrong about what they think they need—it’s about getting enough context to determine what will actually help them reach their goals.

In this episode, you’ll learn:

  •  why what someone asks for and the problem they need to solve may be two different things
  • how to use follow-up questions to understand the reason behind an initial request 
  • how to separate a visible symptom from the underlying business problem 
  • why similar problems can have very different causes from one business to another 
  • how to confirm your understanding before recommending a solution or deciding whether you’re the right fit


Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:44 Separate the Request From the Real Problem
03:05 Separate the Symptom From the Underlying Problem
05:11 Confirm the Problem Before Recommending a Solution
09:06 Sales Confidence Assessment

Transcript:
Click here to view the episode transcript.

]]> Episode summary:
Someone can come into a discovery call with a very clear idea of what they want, but that doesn’t necessarily mean you’ve uncovered the real problem yet.

In this episode, Amie Thompson explains how to look beyond the initial request, separate symptoms from underlying problems, and confirm your understanding before recommending a solution. You’ll also learn why good discovery isn’t about proving someone wrong about what they think they need—it’s about getting enough context to determine what will actually help them reach their goals.

In this episode, you’ll learn:

  •  why what someone asks for and the problem they need to solve may be two different things
  • how to use follow-up questions to understand the reason behind an initial request 
  • how to separate a visible symptom from the underlying business problem 
  • why similar problems can have very different causes from one business to another 
  • how to confirm your understanding before recommending a solution or deciding whether you’re the right fit


Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:44 Separate the Request From the Real Problem
03:05 Separate the Symptom From the Underlying Problem
05:11 Confirm the Problem Before Recommending a Solution
09:06 Sales Confidence Assessment

Transcript:
Click here to view the episode transcript.

]]> Tue, 08 Sep 2026 19:28:00 -0400 Amie Thompson Amie Thompson 669 Episode summary:
Someone can come into a discovery call with a very clear idea of what they want, but that doesn’t necessarily mean you’ve uncovered the real problem yet.

In this episode, Amie Thompson explains how to look beyond the initial request, separate symptoms from underlying problems, and confirm your understanding before recommending a solution. You’ll also learn why good discovery isn’t about proving someone wrong about what they think they need—it’s about getting enough context to determine what will actually help them reach their goals.

In this episode, you’ll learn:

  •  why what someone asks for and the problem they need to solve may be two different things
  • how to use follow-up questions to understand the reason behind an initial request 
  • how to separate a visible symptom from the underlying business problem 
  • why similar problems can have very different causes from one business to another 
  • how to confirm your understanding before recommending a solution or deciding whether you’re the right fit


Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:44 Separate the Request From the Real Problem
03:05 Separate the Symptom From the Underlying Problem
05:11 Confirm the Problem Before Recommending a Solution
09:06 Sales Confidence Assessment

Transcript:
Click here to view the episode transcript.

]]> discovery call, discovery skills, sales confidence, small business sales, sales for entrepreneurs, consultative selling, discovery call questions, business problems, problem solving, selling services, sales conversations, service business sales No Discovery Call Follow-Up Questions: How to Listen and Dig Deeper 1 1 4 4 Discovery Call Follow-Up Questions: How to Listen and Dig Deeper full 61bf2b9f-aa7e-486e-8b36-15fb2ff1f513 https://share.transistor.fm/s/85b20050 Episode summary:
A good discovery call isn’t about getting through a long list of prepared questions. Some of the most useful questions you ask will come from listening closely to what the other person says and knowing when to dig deeper.

In this episode, Amie Thompson explains how to ask better follow-up questions, listen more actively, and keep a discovery conversation from feeling like an interrogation.

In this episode, you’ll learn:

  • how to use prepared questions without turning your discovery call into an interrogation
  • how to ask follow-up questions that get beyond surface-level answers 
  • why active listening matters — especially when you’re an expert who wants to jump in and solve the problem 
  • what to listen for, including patterns, priorities, frustration, and other clues about what’s really happening 
  • how to give people enough space to talk so you can understand the situation before recommending a solution

By the end of a strong discovery call, you should have a clearer understanding of what is happening now, where the person wants to go, what may be standing in the way, what they have already tried, and whether you can genuinely help.

Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


 https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:31 How to Ask Questions Without Sounding Like an Interrogation
04:11 How to Listen and Stop Talking Too Much
08:54 What to Listen For on a Discovery Call
12:42 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> Episode summary:
A good discovery call isn’t about getting through a long list of prepared questions. Some of the most useful questions you ask will come from listening closely to what the other person says and knowing when to dig deeper.

In this episode, Amie Thompson explains how to ask better follow-up questions, listen more actively, and keep a discovery conversation from feeling like an interrogation.

In this episode, you’ll learn:

  • how to use prepared questions without turning your discovery call into an interrogation
  • how to ask follow-up questions that get beyond surface-level answers 
  • why active listening matters — especially when you’re an expert who wants to jump in and solve the problem 
  • what to listen for, including patterns, priorities, frustration, and other clues about what’s really happening 
  • how to give people enough space to talk so you can understand the situation before recommending a solution

By the end of a strong discovery call, you should have a clearer understanding of what is happening now, where the person wants to go, what may be standing in the way, what they have already tried, and whether you can genuinely help.

Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


 https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:31 How to Ask Questions Without Sounding Like an Interrogation
04:11 How to Listen and Stop Talking Too Much
08:54 What to Listen For on a Discovery Call
12:42 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> Thu, 03 Sep 2026 00:00:00 -0400 Amie Thompson Amie Thompson 875 Episode summary:
A good discovery call isn’t about getting through a long list of prepared questions. Some of the most useful questions you ask will come from listening closely to what the other person says and knowing when to dig deeper.

In this episode, Amie Thompson explains how to ask better follow-up questions, listen more actively, and keep a discovery conversation from feeling like an interrogation.

In this episode, you’ll learn:

  • how to use prepared questions without turning your discovery call into an interrogation
  • how to ask follow-up questions that get beyond surface-level answers 
  • why active listening matters — especially when you’re an expert who wants to jump in and solve the problem 
  • what to listen for, including patterns, priorities, frustration, and other clues about what’s really happening 
  • how to give people enough space to talk so you can understand the situation before recommending a solution

By the end of a strong discovery call, you should have a clearer understanding of what is happening now, where the person wants to go, what may be standing in the way, what they have already tried, and whether you can genuinely help.

Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


 https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:31 How to Ask Questions Without Sounding Like an Interrogation
04:11 How to Listen and Stop Talking Too Much
08:54 What to Listen For on a Discovery Call
12:42 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> discovery call, discovery call questions, follow-up questions, active listening, discovery skills, sales confidence, sales conversations, small business sales, sales for entrepreneurs, consultative selling, selling services, service business sales No Discovery Call Questions: What to Ask First and Why 1 1 3 3 Discovery Call Questions: What to Ask First and Why full 00723739-2bcd-4cab-9a70-c6c8914a1e8a https://share.transistor.fm/s/54557e3c Episode summary:
A good discovery call isn’t about working your way through a long list of questions. The order of the conversation matters.

In this episode, Amie Thompson walks through the questions she uses to start a discovery call, why she begins by understanding the business and its goals, and how those answers help uncover the problems a potential client may actually need to solve.

In this episode, you’ll learn:

  • how to set expectations at the beginning of a discovery call
  • why “Tell me about your business” can reveal more than you might expect
  • why understanding someone’s business goals should come before recommending a solution
  • how to move from general business information into specific challenges and needs
  • why what someone asks you for may not be what they actually need to reach their goals
  • questions that can help you understand what they’ve already tried and what success looks like
  • how to use follow-up questions to get beyond surface-level answers
  • why discovery is ultimately about determining whether there is a genuine fit

A strong discovery conversation helps both you and the person you’re speaking with get clearer about the problem, the desired outcome, and whether what you offer is the right match.


Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


 https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:39 Give the Conversation Direction
02:31 Ask About the Business + Goals
05:46 Understand the Real Problem
10:34 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> Episode summary:
A good discovery call isn’t about working your way through a long list of questions. The order of the conversation matters.

In this episode, Amie Thompson walks through the questions she uses to start a discovery call, why she begins by understanding the business and its goals, and how those answers help uncover the problems a potential client may actually need to solve.

In this episode, you’ll learn:

  • how to set expectations at the beginning of a discovery call
  • why “Tell me about your business” can reveal more than you might expect
  • why understanding someone’s business goals should come before recommending a solution
  • how to move from general business information into specific challenges and needs
  • why what someone asks you for may not be what they actually need to reach their goals
  • questions that can help you understand what they’ve already tried and what success looks like
  • how to use follow-up questions to get beyond surface-level answers
  • why discovery is ultimately about determining whether there is a genuine fit

A strong discovery conversation helps both you and the person you’re speaking with get clearer about the problem, the desired outcome, and whether what you offer is the right match.


Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


 https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:39 Give the Conversation Direction
02:31 Ask About the Business + Goals
05:46 Understand the Real Problem
10:34 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> Tue, 01 Sep 2026 00:00:00 -0400 Amie Thompson Amie Thompson 751 Episode summary:
A good discovery call isn’t about working your way through a long list of questions. The order of the conversation matters.

In this episode, Amie Thompson walks through the questions she uses to start a discovery call, why she begins by understanding the business and its goals, and how those answers help uncover the problems a potential client may actually need to solve.

In this episode, you’ll learn:

  • how to set expectations at the beginning of a discovery call
  • why “Tell me about your business” can reveal more than you might expect
  • why understanding someone’s business goals should come before recommending a solution
  • how to move from general business information into specific challenges and needs
  • why what someone asks you for may not be what they actually need to reach their goals
  • questions that can help you understand what they’ve already tried and what success looks like
  • how to use follow-up questions to get beyond surface-level answers
  • why discovery is ultimately about determining whether there is a genuine fit

A strong discovery conversation helps both you and the person you’re speaking with get clearer about the problem, the desired outcome, and whether what you offer is the right match.


Take the Sales Confidence Assessment:
Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


 https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:39 Give the Conversation Direction
02:31 Ask About the Business + Goals
05:46 Understand the Real Problem
10:34 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> discovery call, discovery call questions, discovery skills, sales confidence, sales conversations, small business sales, sales for entrepreneurs, consultative selling, selling services, service business sales, potential clients, sales call questions No How to Prepare for a Discovery Call 1 1 2 2 How to Prepare for a Discovery Call full 1bf843c9-8f4e-4c76-ac97-13e48fb65265 https://share.transistor.fm/s/262646e8 Episode summary:
A strong discovery call starts before the conversation begins. In this episode, Amie Thompson explains how to prepare without over-researching, over-scripting, or deciding what someone needs before you have heard the full story.

In this episode, you’ll learn:

  • How to use information you already have before the call
  • How to prepare yourself, not just a list of questions 
  • How to think through your relevant skills, experience, examples, and results 
  • What boundaries to consider before the conversation 
  • How to use research without assuming you already know what someone needs 
  • Why discovery-call preparation gets easier and more useful with experience

Take the Sales Confidence Assessment:
https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:26 Start With the Context You Already Have
02:18 Prepare Yourself, Not Just Your Questions
06:03 Leave Room to Be Wrong
08:48 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> Episode summary:
A strong discovery call starts before the conversation begins. In this episode, Amie Thompson explains how to prepare without over-researching, over-scripting, or deciding what someone needs before you have heard the full story.

In this episode, you’ll learn:

  • How to use information you already have before the call
  • How to prepare yourself, not just a list of questions 
  • How to think through your relevant skills, experience, examples, and results 
  • What boundaries to consider before the conversation 
  • How to use research without assuming you already know what someone needs 
  • Why discovery-call preparation gets easier and more useful with experience

Take the Sales Confidence Assessment:
https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:26 Start With the Context You Already Have
02:18 Prepare Yourself, Not Just Your Questions
06:03 Leave Room to Be Wrong
08:48 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> Thu, 27 Aug 2026 00:00:00 -0400 Amie Thompson Amie Thompson 610 Episode summary:
A strong discovery call starts before the conversation begins. In this episode, Amie Thompson explains how to prepare without over-researching, over-scripting, or deciding what someone needs before you have heard the full story.

In this episode, you’ll learn:

  • How to use information you already have before the call
  • How to prepare yourself, not just a list of questions 
  • How to think through your relevant skills, experience, examples, and results 
  • What boundaries to consider before the conversation 
  • How to use research without assuming you already know what someone needs 
  • Why discovery-call preparation gets easier and more useful with experience

Take the Sales Confidence Assessment:
https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 Introduction
00:26 Start With the Context You Already Have
02:18 Prepare Yourself, Not Just Your Questions
06:03 Leave Room to Be Wrong
08:48 Sales Confidence Assessment


Transcript:
Click here to view the episode transcript.

]]> discovery call, discovery call preparation, sales confidence, small business sales, sales for entrepreneurs, sales conversations, consultative selling, selling services, service business sales, discovery skills No How to Run a Discovery Call When You're Not a Salesperson 1 1 1 1 How to Run a Discovery Call When You're Not a Salesperson full 39cbe738-09f2-4bf1-91ed-a760e327338a https://share.transistor.fm/s/887006fc Episode summary

If you’re good at what you do but don’t think of yourself as a salesperson, discovery calls can feel uncomfortable. In this episode, I break down what makes a strong discovery call, why discovery skills can be learned, and how a little structure can help you have better conversations with potential clients.


You’ll also learn why discovery starts before the call, continues during the conversation, and doesn’t end when the call is over.


In this episode, you’ll learn:

  • Why being good at discovery has more to do with skills than personality
  • How to understand what a potential client really needs and determine whether there’s a good fit
  • Why structure can make discovery calls easier without relying on a rigid sales script
  • How preparation, active listening, follow-up questions, and recapping what you heard improve the discovery process
  • What to do before, during, and after a discovery call


Take the Sales Confidence Assessment

Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 How to Run a Discovery Call When You’re Not a Salesperson
00:04 You Don’t Need a Salesperson Personality
02:27 Understand the Person + Assess Fit
05:58 Use a Little Structure
08:45 Discovery Happens Before, During + After the Call
17:36 Find Out Your Sales Confidence Score


Transcript:
Click here to view the episode transcript.

]]> Episode summary

If you’re good at what you do but don’t think of yourself as a salesperson, discovery calls can feel uncomfortable. In this episode, I break down what makes a strong discovery call, why discovery skills can be learned, and how a little structure can help you have better conversations with potential clients.


You’ll also learn why discovery starts before the call, continues during the conversation, and doesn’t end when the call is over.


In this episode, you’ll learn:

  • Why being good at discovery has more to do with skills than personality
  • How to understand what a potential client really needs and determine whether there’s a good fit
  • Why structure can make discovery calls easier without relying on a rigid sales script
  • How preparation, active listening, follow-up questions, and recapping what you heard improve the discovery process
  • What to do before, during, and after a discovery call


Take the Sales Confidence Assessment

Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 How to Run a Discovery Call When You’re Not a Salesperson
00:04 You Don’t Need a Salesperson Personality
02:27 Understand the Person + Assess Fit
05:58 Use a Little Structure
08:45 Discovery Happens Before, During + After the Call
17:36 Find Out Your Sales Confidence Score


Transcript:
Click here to view the episode transcript.

]]> Tue, 25 Aug 2026 00:00:00 -0400 Amie Thompson Amie Thompson 1137 Episode summary

If you’re good at what you do but don’t think of yourself as a salesperson, discovery calls can feel uncomfortable. In this episode, I break down what makes a strong discovery call, why discovery skills can be learned, and how a little structure can help you have better conversations with potential clients.


You’ll also learn why discovery starts before the call, continues during the conversation, and doesn’t end when the call is over.


In this episode, you’ll learn:

  • Why being good at discovery has more to do with skills than personality
  • How to understand what a potential client really needs and determine whether there’s a good fit
  • Why structure can make discovery calls easier without relying on a rigid sales script
  • How preparation, active listening, follow-up questions, and recapping what you heard improve the discovery process
  • What to do before, during, and after a discovery call


Take the Sales Confidence Assessment

Want to know where you currently stand when it comes to selling? Take the free Sales Confidence Assessment to see where you’re already strong and where you may want to improve.


https://score.amiethompson.com


About the show:
The Six Foundations of Sales Confidence helps small business owners communicate their value, generate steady revenue, and become more confident selling.


About Amie Thompson:
Amie Thompson is an entrepreneur, former CEO, and business strategist who helps small business owners and early-stage founders build confidence, make better decisions, and grow their businesses in ways that fit how they work.


Watch the video:
Watch this episode on YouTube


Chapters:
00:00 How to Run a Discovery Call When You’re Not a Salesperson
00:04 You Don’t Need a Salesperson Personality
02:27 Understand the Person + Assess Fit
05:58 Use a Little Structure
08:45 Discovery Happens Before, During + After the Call
17:36 Find Out Your Sales Confidence Score


Transcript:
Click here to view the episode transcript.

]]> discovery call, discovery calls, sales confidence, sales skills, small business sales, selling for small business owners, how to sell, sales conversations, discovery skills, sales for entrepreneurs, consultative selling, how to run a discovery call, sales mindset, selling services, service business sales No