When a customer decides to meet with your sales team for a discovery call, they’re interested in what you’re offering.

Consider this scenario: Your prospect is shelled with numerous  ineffective pitches and marketing messages, but they’ve agreed that your company may have what they’re actively looking for.

A discovery call is greater than just the first meeting between a sales representative and a prospect. If you can prevent the call from going off the rails, it might be a gold-plated chance.

What is A Discovery Call?

A discovery call is an initial conversation with a potential client after expressing interest in your products or services. 

It’s a rare opportunity for you to get to know the customer and see if they’re a good match for your business after receiving many pitches from other interested individuals.

Reasons Why the Discovery Call is Crucial In the Buying Process

Presenting the product or service as a solution to prospects’ challenges isn’t enough. It would be best if you established a connection to their most profound emotional problems.

Buyers today have unlimited access to an incredible amount of data. As a result, they’re more knowledgeable and have more choices than ever before. 

The prospects need to feel that your solution directly addresses their needs and concerns. This usually determines the prospects’ tipping point during the sale process.   

As a result, ensure the exploration process includes the prospect’s viewpoint: Each day, they receive hundreds of voicemails and emails trying to get their attention.  

Some of these messages are generally useless because they don’t apply to the prospect’s current needs. And you must ensure that your words don’t get lost in the waddle as well.

You have to present yourself as an expert during the discovery call to increase your chances of getting the opportunity to show your expertise. 

For example, Picture this: An IT director is under attack for a humiliating infringement of customer data.

If you’re offering an automated backup solution, map out your discovery call so that he understands how your technology can help him deal with the threat of a cyber-attack. You will be doing the prospect no favors if you fail to do so.

Your sales team’s first opportunity to improve the buyer experience is during the discovery call. 

Sales reps who get it right from the get-go will learn the buyer’s key motives and show how they can solve their most pressing challenges.

Discovery calls to determine the course of your deal and how you will conduct the rest of the sales process.

You’ll be able to build an authoritative relationship with your customer if you do it correctly.

If something goes wrong, you’ll be playing catch with your prospect in all of your discussions before he or she abandons you. That’s why you need to get it right from the beginning. 

Tips to Help You Master the Art of Sales Discovery Call

Even though you can complete the discovery process via email, it’s a good idea to do so over the phone because it enables proper conversational flow between the parties.  Remember, 

The discovery call aims to learn more about the potential lead, including their pain points, ambitions, business details, and budget.  It also helps establish the prospects’ immediate needs,  to determine whether or not they are an excellent fit for a specific product.

Discovery calls often provide the caller the opportunity to add more detail to the prospect’s file.   

Even if the prospect d isn’t eligible to move on to the next level, the saved information will be used to predict when they might qualify and when to contact them later.

As you can see by now, discovery calls are crucial to finding the correct prospects. And to make an excellent discovery call, you have to ask relevant questions to get the most out of it.

Discovery Call Must- Ask Questions

Remember, you get what you ask for most of the time. And for your discovery call to be fruitful, you have to ask the right questions so that you can get all the necessary details you need.

 Here are some of the critical questions you could ask during the sale discovery call.  

Set up the Tone

Keep in mind that you are interrupting somebody’s day every time you call them. So your initial objective should be to establish a bond with a super friendly intro.

To attain this rapport, start by asking questions such as:

  • How did you start in this sector
  • What aspects of (your job/industry/location) do you enjoy the most?
  • What’s the weather like where you are right now? (when the caller’s locality  differs from the prospects’)
  • Do you have an interest in (something about their place or job)?

Qualify the Prospect

It’s time to qualify the prospect after you’ve established some rapport by asking questions such as:

  •  What is the biggest problem you are contending with currently?
  • What’s your existing procedure presently?
  • What are your main objectives for this year?
  • Are you having problems with (your product’s key feature)?
  • What motivates you to make this transition now?
  • What is one of the most difficult challenges you are currently facing?
  • What makes you want to learn more about our product?
  • What would it look like if we come up with a perfect solution for your problems?
  • What section of your work is the most difficult for you?
  • Have you ever tried to solve the issue so far?
  • What would be the perfect solution for you?
  • How do you envision our solution fitting into your job process currently or in the future?
  • What would you do if you didn’t need our product or another similar product to solve your problem?
  • What features would the solution have to have for you even to consider it?

Get ready to Complete the Transaction.

Finally, before moving on to the next phase, double-check that you have everything you need. Then, use these questions to gain insight into both technicalities and possible future issues:

  • Do you have a list of the requirements you’ll need to choose a solution? 
  • Who came up with the checklist?
  • What problems do you think you’d have if you used a solution like ours?
  • What kind of change would you like to see a year from now if you choose this option?
  • Have you ever bought a solution similar to this one?
  • What are other people involved in the buying process?
  • Is there a possibility for me to  make this process go more smoothly?
  • Use these questions as a guideline instead of a manual.

Use them for brainstorming and modify them to suit your sales discovery process and personal style because it is unique. 

How To Make Fruitful Discovery Call

Ensure that your prospect needs your product before making a discovery call. 

Someone who urgently requires the solution is more likely to work around possible problems to make things work out.

 Selling your solution to somebody who doesn’t need it, on the other hand, would damage your brand and make them less likely to buy from you in the future.

 Ascertain That They See a Need For Your Solution

Yes, you know they require your solution but are they aware that they need it?

A good discovery call provides you with details and ensures that the right leads are aware of the need for your solution.

In a discovery call, this is why establishing a polite, casual tone is critical. Then, you can use the empathy you build at the start to comprehend their dilemma fully and let them open to a solution: And, of course, your answer. 

If the prospect still doesn’t recognize a need for your solution after all of your sales efforts, they might not be a suitable match for your product.

If this happens, and before you hang up, double-check that they have all the details they need to contact you if they change their minds.

Ensure They Can Afford Your Solution

After establishing that they require your solution and fully understand that, consider whether they can comfortably afford it and have a reasonable budget.  

To increase the chances of success, emphasize how your solution will significantly elevate their ROI.

If they see the need for your solution and have a budget for it, some of them will have no problem expanding the budget if the need arises.

 If they cannot buy your solution now, discuss when they envision themselves needing your answer,  who will be calling the shots, and how the whole process will be like.

Do not Leave Empty Handed- Ensure They Purchase Your Solution.

After knowing that they know, they need your solution and can afford it, ensure that they buy your solution. After all, what would be the point of all your struggles?

You must be aware of all relevant stakeholders involved in the decision-making process. Be sure to talk with the most important decision-maker.

 Inquire about what they hope to get out of your solution. To prepare for future hiccups, you must first understand the potential for them to occur.

Speak with all the key stakeholders involved in their decision-making process. Please get to know what they are dying to obtain from your solution.  Know all the possible glitches that may arise later and stay prepared for them. 

Ensure you’re familiar with their buying procedure and walk away with something to show for your hard work. 

Closing Thoughts

The discovery call is an essential aspect of the sales process. Maintain a casual, polite, and inquisitive tone during the calls to ensure success. Discovery call improves the buyer’s experience, so it’s crucial to get everything right. 

 However, please do not cram lengthy details into your prospect’s head, and don’t try to close the deal too quickly. 


Percy is fulltime editor working for ConvertRank.com