As the very first conversation between you and your prospect, your discovery call determines the fate of the consequent calls and overall sales journey. If you are able to build rapport with the prospect right from the discovery stage, other stages like demo and closing stages would appear relatively easier for you. The information you collect during this stage helps you know your prospect and their requirements better so that you can avoid situations where a prospect throws an impossible-to-overcome objection in your face at the far end of the sale.