How to Execute a Sales Discovery Call
Posted: Tue Dec 03, 2024 9:38 am
Discovery call isn’t just another item on your sales to-do list. It’s a powerful tool to get to know your leads better and sync your offerings with their needs.
A discovery call in sales is all about getting to know if the prospect is right for your business. It’s a chance to dig into what the client needs and show how your product or service fits the bill.
If you execute a sales discovery call well, you’ll be able to target the right prospects to make more sales faster and easier. In this article you learn how to do it.
What is a discovery call?
A discovery call is the first conversation with a prospect after they show initial interest in your product. It’s an excellent chance to learn about the customer to see if they are a good fit for your what you’re selling.
Discovery call can save your lots of time and resources spent on targeting wrong prospects.
In fact, data from Sales Insights Lab suggest that 50% of initial sales prospects turn out NOT to be a good fit for what your business has to offer.
Discovery calls as a bridge between what the prospect needs and what argentina phone number list you offer. It’s your chance to really get to know the prospect, find out what problems they’re facing, and present your product or service as the answer they’ve been looking for.
What discovery calls are about?
Discovery calls executed by sales people are not about sealing the deal. They’re about really understanding the prospect. A successful discovery call focuses on building a relationship, showing your prospect that you have what they need, and that you’re committed to delivering a solution that works.
In this article, we dive deeper into how to make the most out of your discovery calls. We discuss how to prep for them, tackle potential issues, and make sure they’re a win-win for both parties. Plus, we’ll look at the best tools to make your discovery calls even more effective.
How to Execute a Sales Discovery Call
Here are 8 crucial steps you want to make to execute a perfect discovery call in sales:
1. Plan your sales discovery call: Do your homework!
2. Be excited and positive
3. Build rapport quickly
4. Ask the right questions
5. Listen!
The ideal Talk:Listen ratio is:
Sales Rep: 45% of the sales discovery call
Lead: 55% of the sales discovery call
6. Set a call duration
The ideal length of a sales discovery call is:
LTV < $1500 = 15 minutes
LTV $5000–15,000 = 30–60 minutes
7. Follow your discovery call script
For example: Hi [Name], thanks for taking the time to chat today! I’m excited to learn more about your business. I noticed you’re located in Buffalo, New York – is that where you are from?
This example has a strong opening because it starts with appreciation for your prospect’s time and expresses enthusiasm for the call. Second, it focuses on business first since it prioritizes the call’s purpose. Lastly, it maintains a conversational tone: it keeps it friendly and personal while remaining professional.
8. Close the Deal
What questions to ask in a discovery call?
There are many questions sales people can ask their prospects. Here are nine most important discovery call questions to ask your prospects:
What goal is your business trying to achieve right now?
What are the biggest obstacles you’re facing in achieving those goals?
What are your top priorities for [relevant area] in the next 6-12 months?
Who is involved in the decision-making process for [product/service]?
What is your typical timeline for evaluating and implementing new solutions?
What’s your budget for achieving your goals?
What questions do you have for me about how our solution could work for you?
Do you have any concerns about our product that I can address?
Can we go ahead and schedule a follow-up with one of our sales reps?
It’s important to note that you should tailor your questions to the specific prospect, their industry, and the product or service you’re selling.
Actively listen to their responses and use them to go deeper into your prospect’s challenges and goals.
By the end of the call, you should have a clear understanding of their situation and whether you can offer a valuable solution.
Application of Discovery Calls in the Sales Ecosystem
Discovery calls aren’t just initial chats but more like strategic peeks into your prospect’s world.
They let you figure out what challenges your potential customers are facing and what they really want. With this intel, you can shape your sales pitch so it hits home and ups your chances of making a sale.
The most important part of the discovery call is the questions you ask your prospect. These questions aren’t just small talk; they’re smart moves to draw out important info.
If you ask the right questions during a discovery call, you’ll get to know not just what your prospect needs, but also where they’re at now and what they’re aiming for. This helps you line up your business goals with what your prospect needs, making it easier to pitch your product or service as the perfect fix.
In a nutshell: discovery calls are more than just talk. They’re a strategic part of your sales process that can lead to custom-fit pitches and, ultimately, more deals closed. By asking the right questions, you make it easier to align what you’re selling with what your prospects are looking for, resulting in more sales down the line.
A discovery call in sales is all about getting to know if the prospect is right for your business. It’s a chance to dig into what the client needs and show how your product or service fits the bill.
If you execute a sales discovery call well, you’ll be able to target the right prospects to make more sales faster and easier. In this article you learn how to do it.
What is a discovery call?
A discovery call is the first conversation with a prospect after they show initial interest in your product. It’s an excellent chance to learn about the customer to see if they are a good fit for your what you’re selling.
Discovery call can save your lots of time and resources spent on targeting wrong prospects.
In fact, data from Sales Insights Lab suggest that 50% of initial sales prospects turn out NOT to be a good fit for what your business has to offer.
Discovery calls as a bridge between what the prospect needs and what argentina phone number list you offer. It’s your chance to really get to know the prospect, find out what problems they’re facing, and present your product or service as the answer they’ve been looking for.
What discovery calls are about?
Discovery calls executed by sales people are not about sealing the deal. They’re about really understanding the prospect. A successful discovery call focuses on building a relationship, showing your prospect that you have what they need, and that you’re committed to delivering a solution that works.
In this article, we dive deeper into how to make the most out of your discovery calls. We discuss how to prep for them, tackle potential issues, and make sure they’re a win-win for both parties. Plus, we’ll look at the best tools to make your discovery calls even more effective.
How to Execute a Sales Discovery Call
Here are 8 crucial steps you want to make to execute a perfect discovery call in sales:
1. Plan your sales discovery call: Do your homework!
2. Be excited and positive
3. Build rapport quickly
4. Ask the right questions
5. Listen!
The ideal Talk:Listen ratio is:
Sales Rep: 45% of the sales discovery call
Lead: 55% of the sales discovery call
6. Set a call duration
The ideal length of a sales discovery call is:
LTV < $1500 = 15 minutes
LTV $5000–15,000 = 30–60 minutes
7. Follow your discovery call script
For example: Hi [Name], thanks for taking the time to chat today! I’m excited to learn more about your business. I noticed you’re located in Buffalo, New York – is that where you are from?
This example has a strong opening because it starts with appreciation for your prospect’s time and expresses enthusiasm for the call. Second, it focuses on business first since it prioritizes the call’s purpose. Lastly, it maintains a conversational tone: it keeps it friendly and personal while remaining professional.
8. Close the Deal
What questions to ask in a discovery call?
There are many questions sales people can ask their prospects. Here are nine most important discovery call questions to ask your prospects:
What goal is your business trying to achieve right now?
What are the biggest obstacles you’re facing in achieving those goals?
What are your top priorities for [relevant area] in the next 6-12 months?
Who is involved in the decision-making process for [product/service]?
What is your typical timeline for evaluating and implementing new solutions?
What’s your budget for achieving your goals?
What questions do you have for me about how our solution could work for you?
Do you have any concerns about our product that I can address?
Can we go ahead and schedule a follow-up with one of our sales reps?
It’s important to note that you should tailor your questions to the specific prospect, their industry, and the product or service you’re selling.
Actively listen to their responses and use them to go deeper into your prospect’s challenges and goals.
By the end of the call, you should have a clear understanding of their situation and whether you can offer a valuable solution.
Application of Discovery Calls in the Sales Ecosystem
Discovery calls aren’t just initial chats but more like strategic peeks into your prospect’s world.
They let you figure out what challenges your potential customers are facing and what they really want. With this intel, you can shape your sales pitch so it hits home and ups your chances of making a sale.
The most important part of the discovery call is the questions you ask your prospect. These questions aren’t just small talk; they’re smart moves to draw out important info.
If you ask the right questions during a discovery call, you’ll get to know not just what your prospect needs, but also where they’re at now and what they’re aiming for. This helps you line up your business goals with what your prospect needs, making it easier to pitch your product or service as the perfect fix.
In a nutshell: discovery calls are more than just talk. They’re a strategic part of your sales process that can lead to custom-fit pitches and, ultimately, more deals closed. By asking the right questions, you make it easier to align what you’re selling with what your prospects are looking for, resulting in more sales down the line.