Top reps don't pitch in their first call, they ask sharp questions and let the customer reveal what they actually need. Then the pitch becomes irresistible. Treat your interviews the same way and you'll outclass 90% of candidates.
from sales · discovery call8 min
Flip the dynamic, they're selling, too
Most candidates show up to interviews to "be evaluated." That posture loses. You're evaluating them, for whether this is the right next role of your career. That's the energy.
The best discovery makes the customer realize, mid-call, that they need exactly what you sell. Same here. Sharp questions help them realize you're the obvious hire.
Don't show up to be evaluated. Show up to evaluate. The job becomes yours when you decide whether you want it.
12 power questions
Don't ask all 12. Pick 4–6 that fit the conversation. Save the rest for follow-up rounds.
The 30-minute pre-interview prep
Run this before every single interview. No exceptions.
✓ Re-read the JD, pull 3 keywords you'll mirror in answers✓ Glassdoor (5 min), interview questions, recent reviews✓ LinkedIn, your interviewer's last 3 posts + their work history✓ Company news, last 60 days. Funding, launches, leadership moves✓ 4 of the 12 questions you'll ask, written down✓ Your 60-second pitch, say it out loud once✓ 2 STAR stories that match this role's top JD bulletsTotal: 25–30 min. Done.
Prep your next interview
Prompt 1 of 4
Choose from the 12. Make them specific to the role and stage.
Prompt 2 of 4
Pick 2 JD bullets. For each, write a STAR story (Situation/Task/Action/Result), 2 sentences each.
Prompt 3 of 4
Common questions, red flags, surprises. Capture them.
Prompt 4 of 4
A post they wrote. A talk they gave. A career arc you respect. One specific. Not flattery, recognition.
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