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How to Run a Successful Sales Discovery Call?

12 Jun 2024

Man on a laptop with phone and icons. Learn steps for successful sales discovery calls.

The sales journey is not only about closing deals; it’s about forging connections. And the key to opening that door of opportunity is a discovery call. It’s an invitation to explore the world of potential customers, better understand their needs, and positively impact their lives. With this guide, we’ll take you through the essential steps of having successful sales discovery calls, empowering you to ask the right questions and make a meaningful difference. So, sit back, relax, and take an exciting journey to the land of discovery and connection.

What’s a sales discovery call?

A discovery call is a crucial step in sales after a potential customer has expressed interest in your product or service. This call aims to learn more about your prospect and make a favorable first impression. During the discovery call, sales reps should aim to understand their buyer’s journey thoroughly. This helps them tailor their approach and build a strong relationship with the customer.

The discovery call is an excellent opportunity to ask questions about your prospects’ needs, goals, and challenges. This information is valuable as it helps you understand how your product or service can meet their specific requirements. This call sets the tone for the rest of the relationship before and after a sale. It is often considered the most critical step in the sales process. A successful discovery call can help you close more deals and build long-term customer relationships.

Why is it important?

Discovery calls are an essential part of a successful sales journey. They go beyond just getting a quick overview of a potential customer. Instead, they help sellers understand why a customer might be interested in their product or service and what challenges they might be facing. These calls are the beginning of a relationship between the seller and the customer that goes beyond just buying and selling. They help build a strong connection built on trust, understanding, and mutual benefit.

How do you make a sales discovery call successful?

Be prepared

First things first! A successful conversation with someone you’re trying to sell something to starts with good preparation. This means more than just knowing their name; it’s about learning about their background, what they like, and understanding their company. Taking the time to prepare this way shows that you’re serious and helps you ask questions that are genuinely interesting to them.

Have an agenda

Having a well-organized plan for a meeting is not just a formality; it shows that you are a professional and respect the other person’s time. Communicate the objectives of the call, invite the other person to share their ideas, and work together to shape the conversation. This will help keeping the discussion focused and create a sense of partnership from the beginning.

Ask the right questions

Asking questions that goes beyond just surface-level topics is a must. The goal is to discover more about someone’s motivations and challenges on a deeper level. Try to understand what they do and why they do it. You can have more meaningful conversations and learn their pain points by asking these questions beyond just the basics.

Ensure two-way communication

A discovery call is a conversation between two parties actively participating. In this conversation, it’s essential to listen to your prospects actively. This helps you understand their problems better and involve them in the conversation. When you create an environment where their insights are valued, it encourages engagement and sets the stage for a collaborative relationship.

Present your solution

Once you learned the unique needs of your customer by asking the right questions and ensuring a two-way communication, it’s time to present your solution. To present your product or service effectively, it’s important to align it with the specific needs of your potential customer. This means customizing your solution to fit their unique requirements. Additionally, sharing real-life success stories can help build trust and show how your product has helped others overcome similar challenges. It’s not just about selling your product or service but creating a partnership that adds genuine value for your customer.

Make a warm closing

The conclusion of a discovery call is not just a formality; it’s an opportunity to leave a positive and lasting impression to turn the interaction into a long lasting business relationship. Summarize what they’ve told you about their problems, and explain how your product or service can solve them. End the conversation on a friendly note so they feel comfortable talking to you again. This will show that you’re not just trying to sell them something but genuinely caring about helping them find the right solution.

Record the meeting and note down critical information

Recording a discovery call is like watching a video of yourself playing a sport. It’s not just about recording the conversation; it’s about learning from your rights and wrongs, and improving yourself. You can use the recording as a reference point for accurate follow-ups so you don’t miss any important details and can tailor future interactions to the prospect’s unique needs.

What are the right questions to ask?

Okay, it is essential to ask the right questions, but what are these right questions? They are questions to understand the counterpart's motivations, explore their challenges and decision-making processes, and determine their budget and timeline. All these questions will help you collect the necessary information to provide them with the most efficient solution for your product. Below is a list that may be a good starting point. Make sure to ask them questions naturally.

  1. What inspired you to explore solutions in this area?
  2. Can you share your long-term goals and how they align with your current challenges?
  3. What are the specific pain points or challenges your team faces?
  4. How do these challenges impact your overall business objectives?
  5. Could you walk me through how decisions are typically made within your organization?
  6. Do specific criteria or factors heavily influence your decision-making process?
  7. Can you provide insights into the budget allocation for addressing this challenge?
  8. Should we be aware of any resource constraints or considerations?
  9. What is your expected timeline for implementing a solution?
  10. Should we be mindful of any critical deadlines or milestones?
  11. What drove you to consider our product?

Remember, it’s about building relationships, not just selling. Each call is an opportunity to connect and collaborate, creating a canvas for solutions. Be prepared, ask the right questions, and listen genuinely. Happy connecting!

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