Making the most of your Discovery Calls

Discovery Calls…this is where your sales process begins. Let’s take a step back because technically prospecting is where your process begins, but the discovery call is where you actually begin to engage with your potential buyers. Now, adding another layer to that is where the prospect is in their buying process. For all you know, they’ve already made a decision (or are close to it) by the time they get to you. And p.s., it might not be your product or service they are close to deciding on.

This call sets the stage for the relationship between the client and the company, also known as a first impression 😉. So even though you might not quite know their intent, don’t ruin any potential chances you have by not coming prepared.

Prepare for the call:

Know who you’re talking to, and what their challenge is. If you don’t care about them, why should they care about you? Know the people on the call, their titles, what the company does, and any potential challenges each of their roles likely faces. If you have company ties or mutual LinkedIn connections, document that. Have you worked with other companies that their investors have backed? That could make or break a potential deal if you are able to use that information! It might sound like a lot of prep work, but as long as you have a good qualification process for meetings being booked, this prep step is a no brainer. The quicker you can build rapport the better. People want to buy from people, so establishing a mutually beneficial relationship will be the key to continuing conversations post-discovery.

Have an Agenda:

This should not be a free flow conversation that gets driven by the prospect drilling into Q&A on the product. Typically discovery calls are used as just that, uncovering the needs of the client so that you can make the most of their time on the next call as you provide a demo and solution to their problems. You can’t do that effectively without understanding their business needs and what they’re hoping to solve, so be clear about what this call is for, and that the next step would be more focused on demonstrating your offering and answering additional questions.

Ask, and Listen:

The bulk of this conversation should be driven by listening. If you’re asking the right questions, this opens up the discussion to uncover the pain points you can potentially help them solve. When you ask a question, actually listen. Give sufficient time for them to fully answer. If there is silence, they’ll likely keep going, so don’t be the one to break the silence too quickly. Let them. Being prepared with the questions that you need and want to be answered here is so important. If you let the conversation drive itself, you’ll come back later with key criteria having been missed. These questions should be open-ended, not simple yes or no questions. Again, the key here is getting them to open up, not just rattle through a checklist you need to be completed. Be sure to ask plenty of “what if” questions as well. “What if you had this resource by next week, what would that do for you?”. 

Uncover their process:

If you leave the call and don’t have a clue about how they buy, who signs off, or what other competitors they may be considering then just move on because it will be a waste of your time to continue. In order to provide them the most value on the next demo & solution call, you have to understand how they work. Perhaps there are 2 additional people who would need to see the demo, and you haven’t included them in this step. Your sales process just had another cycle added to it, further delaying your potential time to close. Another consideration would be who the approver is on this purchase. If you don’t have this person engaged in the salesperson, you are relying on their team to do the selling for you. Unless they’re also in sales, this likely won’t go as well as they say it will. You also need to know where they are at in their discovery process, and what the steps and timeline look like on their end. Maybe it’s August and you’re hoping to close this for Q4, but in reality, they are evaluating tools for the following year. Bubye quota attainment if you’re betting on this deal and submitting it in your projections. 

Know what they know:

Uncovering what they know, or think they know about what you have to offer can be a huge opportunity for a salesperson. Not only could this help qualify, or qualify out a prospect based on whether or not what they think you do actually does that or not, but this opens the doors for you to confirm what they know, or change what they think! Let’s say for a second they have 3 different pain points they’ve outlined during the questioning, but they think your product solves 1 and they’d need something complimentary for the others, this could be a game-changer for you to demonstrate in the next phase in order to close the deal.

Set next steps:

Based on the information you’ve gathered from the session, it’s time to “go for the close” and set your next steps. In most cases, this would be showcasing a demo and customizing a solution that solves their business challenges and needs. Be clear to align their buying process with your sales process. If there are pieces here that don’t match, hit them head-on and address it upfront so it doesn’t become an issue for you further along in the cycle. And don’t forget to get all stakeholders involved at this point if they aren’t already.

The discovery call can be intimidating for some, but in reality, this session is meant to uncover the needs of your prospect. This shouldn’t be turned into a back and forth ping pong game of challenge then solution. The goal here is 1) qualifying your prospect to ensure a mutual fit and 2) get the information you need in order to present back what will solve the issues they’ve outlined for you.

Following a sales process is pivotal in ensuring success as a sales professional. 

If you find yourself struggling during any part of the sales process, or worse don’t have a process at all, please reach out today to see how my different mentorship programs might be able to help! Check out the Sales Strong Podcast and follow Mama Sales on Instagram, LinkedIn, or by subscribing at mama-sales.com, as we’ll be sharing additional content to help salespeople succeed and up their game. Let’s go team! 💪🔥

28 comments on “Making the most of your Discovery Calls

  1. john wick says:

    If you wish for to grow your familiarity simply keep visiting this web page and be updated with the hottest news posted here. Hedvige Eugen Peadar

  2. porno says:

    There is obviously a bunch to realize about this. I assume you made various nice points in features also. Vere Greg Delcine

  3. bahis says:

    Wow! Finally I got a website from where I be abvle to in fact get helpful information concerning my study and knowledge. Ninnette Zacharie Southard

  4. bahis says:

    Simply wanna comment that you have a very decent website, I love the design it really stands out. Viole Lars Rosane

  5. erotik says:

    I really like and appreciate your blog post. Awesome. Allie Travis Piscatelli

  6. erotik says:

    Really informative blog. Thanks Again. Really Cool. Evonne Eddie Minna

  7. sikis says:

    Great post! We are linking to this particularly great article on our website. Keep up the good writing. Belita Karel Weidman

  8. bahis says:

    Looking forward to reading more. Great blog article. Thanks Again. Great. Regine Quillan Clarey

  9. sikis says:

    Thanks for sharing, this is a fantastic blog. Really thank you! Great. Cheri Efrem Ditter

  10. torrent says:

    You made some good points there. I did a search on the issue and found most individuals will agree with your website. Alica Westleigh Ephrem

  11. torrent says:

    I like this post, enjoyed this one thanks for putting up. “Pain is inevitable. Suffering is optional.” by M. Kathleen Casey. Cherrita Dillon Marin

  12. yify says:

    Hello, I would like to subscribe for this blog to take newest updates, therefore where can i do it please assist. Nita Mord Gupta

    1. Hello! You can subscribe right at the bottom of any of the pages, or the contact me page. thanks! https://mama-sales.com/

  13. indir says:

    A round of applause for your blog. Really looking forward to read more. Great. Ivory Hubert Shreeves

  14. bedava says:

    Excellent article. Keep writing such kind of info on your site. Candice Bone Publius

  15. download says:

    This piece of writing is truly a good one it assists new internet visitors, who are wishing for blogging. Aveline Griswold Shaw

  16. yify says:

    Excellent article! We will be linking to this particularly great article on our site. Keep up the great writing. Eleonore Arte Dunaville

  17. ARTICE1676 says:

    Thank you!!1

  18. porno says:

    Hi, of course this piece of writing is actually good and I have learned lot of things from it on the topic of blogging. Samantha Nat Jerroll

  19. yabanci says:

    Thanks so much for the article post. Thanks Again. Fantastic. Hermine Renard Lev

  20. netflix says:

    I am very happy to read this. This is the type of info that needs to be given and not the random misinformation that is at the other blogs. Appreciate your sharing this greatest doc. Danyelle Law Beata

  21. yabanci says:

    It as nearly impossible to find educated people for this topic, but you sound like you know what you are talking about! Thanks Erinna Cale Esra

  22. cannabis says:

    The beginning of wisdom is to call things by their right names.

  23. turkce says:

    Your method of telling all in this paragraph is truly nice, every one be capazble of easily be aware of it, Thanks a lot. Noell Delainey Andel

  24. turkce says:

    There is certainly a lot to learn about this subject. I like all the points you have made. Alfy Amby Kirshbaum

  25. abobba.com says:

    Witam!
    I love my babe pizza

  26. P0wny php says:

    This is really interesting, You are a very skilled blogger.
    I have joined your feed and look forward to seeking
    more of your magnificent post. Also, I’ve shared your site in my social networks!

  27. Excellent beat ! I would like to apprentice while you amend your web
    site, how can i subscribe for a blog site?
    The account helped me a acceptable deal. I had been tiny bit acquainted of
    this your broadcast provided bright clear concept

Leave a Reply

Your email address will not be published.