The goal of a sales discovery meeting is to find out if you are a good fit for them and vice versa. Leading meetings with clients should be more about them than about you. If you set up the meeting as a discovery and a chance for you to understand their business and problem, it should feel less like an interrogation than if you just jump into asking them a million questions.
Your goal is to dig deep into the problems they’re experiencing and how they’ve tried to solve the problem in the past. Once you fully understand their business and their problem, that’s when you can offer up a solution and talk about how you can help.
You can share this meeting with your potential client or use it as a template for yourself to take notes as you talk with them.