What does it mean?

Discovery Call

A discovery call is an initial conversation between a salesperson and a potential customer, typically held over the phone or through video conferencing. A discovery call aims to understand the prospect's needs, pain points, and priorities. During the call, the salesperson will ask open-ended questions to gather information about the prospect's business, goals, challenges, and budget.

How to Make the Most of Your Discovery Calls

The discovery call is one of the most crucial steps in a sales process, yet it is often overlooked. This call is a sales rep's first interaction with a potential customer and can make or break the sale. Discovery calls are designed to help sales reps ask the right questions and qualify the lead for the next step in the sales process. If done correctly, the discovery call can pave the way for a successful long-term relationship with the customer. This article discusses the key considerations for a successful discovery call.

Preparation is Key

Before making the call, it is essential to research the prospect and understand their business needs. Familiarize yourself with their pain points and how your solution can benefit them. This knowledge will help you personalize the call and tailor your questions to their needs. Begin by introducing yourself and your company, then move into open-ended questions that help the prospect elaborate on their business challenges.

Listen More, Talk Less

During the discovery call, focus on listening more than talking. Ask open-ended questions, and allow the prospect to speak freely. Listen to their answers and ask further questions to clarify your understanding of their pain points. Remember, the goal of the discovery call is not to sell but to understand the prospect's needs.

Be Patient and Build Rapport

Building rapport with the prospect is crucial to the success of the discovery call. Take time to understand their business needs and offer relevant solutions. The more time you spend building the relationship, the easier it will be to identify how your product or service can address its pain points. Take your time and use active listening, using open-ended questions to allow the customer to divulge their business complexities.

Address Concerns and Reiterate Solutions

Towards the end of the call, ensure all the prospect's concerns are addressed. Paraphrasing their pain points and how your solution can address them is ideal before ending the call. Be clear about the next steps in the sales process, what happens next, and, if possible, under-promise and over-deliver.

Follow-Up

Lastly, send a follow-up email expressing interest in the prospect's business and thank the prospect for the time to grant the discovery call. Include any additional resources you discussed during the call and clarify the prospect's concerns. Share the next steps that follow the call and a clear timeline for the next steps.

Conclusion

The discovery call is the first point of contact with a potential customer, and making a good impression is important. Research the prospect's business and pain points, listen actively, build rapport, offer relevant solutions, and address concerns. Following up after the call is crucial, emphasizing your interest and the value you place in their business needs.

Remember to personalize the call to the prospect's needs and be patient as relationships are built over time. The discovery call is an opportunity point in any sales cycle, and doing it right can set the tone for a successful long-term engagement.