A discovery call is a conversation between a salesperson and a prospective customer, during which the salesperson tries to learn more about the customer’s needs and pain points. A discovery call aims to see a fit between what the customer needs and what the salesperson can provide.
During a discovery call, the salesperson will ask questions about the customer’s business, their goals, and the challenges they’re facing. The salesperson will also share information about their product or service and how it might be able to help the customer. If the salesperson feels like there’s a potential match, they’ll try to set up a follow-up call or meeting.
Discovery calls can be an essential part of the sales process. They give salespeople a chance to learn more about potential customers and see if there’s a fit before investing too much time or energy in the relationship.
At the same time, discovery calls can be challenging because they require salespeople to be prepared and to ask good questions. They also need salespeople to be comfortable with handling objections and rejections.
What is the goal of a discovery call?
A discovery call aims to learn more about the potential customer and see if there’s a possible fit. This involves asking questions about their needs, budget, timeline, and goals. It’s also important to listen carefully to the answers so that you can tailor your pitch to their specific needs. If you can do all of these things, you’ll be one step closer to making a sale.
Making a discovery call entails following specific steps.
If you’re a salesperson, there are a few things you can do to prepare for discovery calls and increase your chances of success:
- Do your research: Before you make a discovery call, take some time to learn about the customer’s business and their specific needs. The more you know about the customer, the better prepared you’ll be to ask good questions and identify potential solutions.
- Set a clear goal: What do you want to accomplish during the discovery call? Be clear about your goals before you start talking to the customer so that you can focus your conversation and keep the ring on track.
- Prepare questions: Discovery calls are all about asking questions. Prepare a list of good questions in advance to be ready to ask them when the time comes.
- Be flexible: Don’t be afraid to deviate from your script or your planned questions if the conversation starts to go in a different direction. The goal is to learn about the customer’s needs, so be flexible and be prepared to change course if necessary.
- Listen more than you talk: It’s essential to ask good questions, but listening to the answers is equally important. Pay attention to what the customer is saying so that you can better understand their needs.
- Follow up: After the discovery call, follow up with the customer to thank them for their time and remind them of what you discussed. Suppose you’re both interested in moving forward, set up a follow-up call or meeting to take things to the next level.
- Be prepared for objections: It’s common for customers to raise objections during discovery calls. Be ready to handle them in a way that doesn’t damage the relationship.
- Be persistent: Don’t give up if you don’t get the result you want from the first discovery call. Building relationships with potential customers takes time, so be persistent and keep trying.
- Take advantage of technology: Several tools and technologies can help you prepare for discovery calls and manage them more effectively. Use them to your advantage.
- Get help: If you’re struggling to make discovery calls work for you, get help from a sales coach or consultant. They can give you guidance and feedback to help you improve your results.
- Be patient: Don’t expect to close every deal you discuss on a discovery call. The goal is to learn more about the customer and see if there’s a potential fit. If you’re patient, the deals will come.
- Enjoy the process: Discovery calls can be challenging, but they can also be enjoyable. If you approach them with the right attitude, you’ll find that they’re an excellent opportunity to learn about potential customers and build relationships.
- Be yourself: Be genuine and authentic on discovery calls. The goal is to build a relationship with the customer, so they must get to know the real you.
- Be professional: While it’s important to be yourself, you also need to be experienced. This means being polite, respectful, and keeping the conversation focused on business.
- Give it your all: Discovery calls are essential for the sales process, so make sure you give them all. Prepare well, ask good questions, and listen carefully to the answers. If you do all of these things, you’ll be well to success.
Discovery calls are an essential part of the sales process, but they’re not the only thing that matters. Salespeople need to be prepared, flexible, and persistent to be successful. They also need to have a good understanding of their customers and build relationships with them. If you can do all of these things, you’ll be well to success.
What is the procedure for requesting a discovery call?
The best way to request a discovery call is to reach out to the potential customer directly. This can be done through email, social media, or even a personal phone call. You can also ask them to introduce you if you have a mutual connection. Once you’ve made contact, explain that you’d like to schedule a discovery call to learn more about their needs. Be sure to include a few dates and times that you’re available so that they can choose a time that works for them.
How long should your discovery call last?
Most discovery calls should last between 30 and 60 minutes. This gives you enough time to ask all necessary questions and understand the potential customer’s needs. If the call goes well, you may want to schedule a follow-up call to discuss the next steps in the sales process.
What should you do during the call itself?
During the call, you should build rapport with the potential customer. Be friendly and professional, and listen carefully to their answers. Take note of any pain points or challenges they mention so that you can address them later.
You should also be prepared to answer any potential customer’s questions about your product or service. They may not have all the information they need to make a decision, so be sure to provide them with any additional resources they may find helpful.
Finally, don’t forget to thank the potential customer for their time and express your interest in working with them. If everything goes well, you can end the call by scheduling a follow-up meeting or sending them a proposal.
By learning about the potential customer’s needs, you can better tailor your sales pitch and close more deals.
How can you ensure that your discovery call yields the most valuable information for your business’ sales process?
When preparing for a discovery call, it is crucial to have a clear goal. What do you want to accomplish? Once you know your plan, you can prepare questions to help you achieve it.
Some things to keep in mind when crafting your questions:
-Your questions should be open-ended, meaning they cannot be answered with a simple “yes” or “no.”
-Your questions should be specific to the potential customer and their needs.
-Your questions should avoid leading the potential customer in a specific direction.
-Your questions should be based on your research of the potential customer’s business.
Asking pointed, insightful questions is the key to uncovering the valuable information you need to move forward in the sales process. However, it is also essential to listen carefully to the answers and note any nonverbal cues. This will help you better understand the potential customer and their needs.
Here are some examples of good discovery questions:
-Can you tell me more about your current situation?
-What are your main priorities?
-What are your biggest challenges?
-How do you currently handle this issue?
-What would be the ideal outcome of this situation?
-Who is your ideal customer?
-What other options are you considering?
-What’s your budget?
-What’s the decision-making process like at your company?
-Who else will be involved in the decision?
-Can you tell me more about your project?
-What’s your timeline?
-What are your success criteria?
-Have you worked with a company like ours before?
-How did it go?
-What did you like/dislike about the experience?
-Is there anything else I should know?
Asking questions like these will help you learn about the potential customer and their needs. This information can then tailor your pitch and better meet their needs.
What are some common discoveries called objections?
Here are some everyday discoveries called objections and how to overcome them:
-I’m too busy: If the potential customer says they’re too busy to meet, offer to schedule a call for another time. If they’re still reluctant, ask if there’s someone else on their team who would be available.
-I’m not interested: If the potential customer says they’re not interested, try to find out why. They may not need your product or service or may already be working with a competitor. Once you know the reason for their objection, you can address it directly.
-I don’t have time: If the potential customer says they don’t have time, offer to schedule a call for another time. If they’re still reluctant, ask if there’s someone else on their team who would be available.
-I need to think about it: If the potential customer says they need to think about it, that’s not necessarily bad. It just means you’ll need to follow up with them after they’ve had a chance to consider your offer.
-It’s not a priority: If the potential customer says it’s not a priority, find out why. They may not see the value in your product or service, or they may have other preferences at the moment. Once you know the reason for their objection, you can address it directly.
What are some common discoveries called mistakes?
Here are some everyday discoveries called mistakes and how to avoid them:
-Not being prepared: Before they call, make sure you have all the necessary information about the potential customer and their needs. This will help you tailor your pitch and answer any questions they may have.
-Not having a clear goal: Before you start the call, make sure you know what you want to accomplish. Whether scheduling a follow-up call or getting a commitment from the potential customer, make sure you have a clear goal.
-Talking too much: Discovery calls are for learning about the potential customer, not for selling them your product or service. Resist the urge to pitch your product too early in the conversation.
-Not listening: Make sure you listen to what the potential customer is saying. This will help you understand their needs and tailor your pitch accordingly.
-Asking too many questions: While it’s important to ask questions, you don’t want to overwhelm the potential customer. If they seem uncomfortable, take a step back and let them talk.
-Not having a follow-up plan: After the call, make sure you have a plan for following up with the potential customer. This could include sending them additional information or scheduling a meeting to discuss the next steps.
You can ensure that your discovery call is productive and informative by following these tips. Remember, the goal is to learn about the potential customer so that you can tailor your pitch and better meet their needs.
What are some of the benefits of using a discovery call as part of your sales strategy?
There are many benefits to using a discovery call as part of your sales strategy. Here are a few:
-It allows you to learn about the potential customer and their needs.
-It helps you tailor your pitch to meet the potential customer’s needs better.
-It builds rapport and trust between you and the potential customer.
-It allows you to overcome objections.
-It allows you to establish a follow-up plan.
Using a discovery call as part of your sales strategy can help you close more deals and better meet the needs of your potential customers.
Final Thoughts
Discovery calls are an essential part of the sales process. By learning about the potential customer and their needs, you can better tailor your pitch and overcome objections. If you’re not using discovery calls as part of your sales strategy, you’re missing out on a valuable opportunity to close more deals.
