• Home
  • /
  • Blog
  • /
  • Edwin Aristor | TSE 1804 – Not Doing This In Your Discovery Call Is Killing Your Deals

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Edwin Aristor on TSE Podcast

Do you know the most powerful trait to have as a sales professional? Find out in this episode of “The Sales Evangelist Podcast.” 

In this episode, I chat with Edwin Aristor, a GTM Growth Strategist with Praxis Labs, about how curiosity can transform sales performance and foster meaningful client relationships. Click play to learn more!

About Edwin Aristor

  • Edwin Aristor is a multifaceted individual whose roles span from father and husband to sales professional and men’s retreat facilitator. 
  • Currently working with Praxis Labs, Edwin is part of the go-to-market team, focusing on promoting an immersive learning platform designed to build inclusive leadership skills.

The Role of Curiosity in Sales

  • Curiosity is a deep, authentic commitment to understanding prospects and clients. 
  • Edwin emphasizes the importance of accepting surface-level answers and engaging in deep discovery to unpack layers of business challenges. 
  • Tune in and hear why authentic listening and asking probing questions are cornerstones of effective sales strategies.

Sales Vulnerabilities and Growth

  • Edwin shares a story of one of his coworkers learning why vulnerability in sales is necessary.
  • Hear why openness fosters a culture of continuous improvement at 6:08.

Practical Tips for Cultivating Curiosity

  • Edwin discusses several actionable sales techniques to foster curiosity:
    • Role-Playing in Sales: Regular role-play exercises on non-business topics can enhance one’s questioning skills, which later translates into better business conversations.
    • Sales Training and Personal Development: Investing in personal development programs can significantly boost one’s ability to engage deeply with clients.
    • Listening to Recordings: Reviewing past sales calls to identify missed opportunities for deeper questions helps refine one’s approach.

Effective Communication and Team Development

  • For sales leaders, Edwin suggests exercises encouraging sales teams to engage in conversations unrelated to their primary sales agendas. 
  • This practice can improve the team’s ability to perform deep discovery and navigate sales objections more effectively.


Edwin Aristor on LinkedIn


Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.