What if you could make your sales call more effective by asking a few simple questions? That's what the sales discovery call is for.
Ready to take your sales conversations from boring to brilliant?
This blog post will give you some tips on how to get the most out of the sales discovery process and how to be an awesome communicator.
What Is A Discovery Call?
The first conversation you ever have with your prospects after an interest is expressed on your product/services is the discovery call. You are trying to read the mind of your prospects and understand their business requirements through such conversations.
A discovery call works both ways. The prospect will also get to know about your products/services and the capabilities of the team via this conversation.
A discovery call is a first step towards conversion. So, it's very important to get through it with flying colors. Here is a detailed article to help you with the same.
The 4- Step Guide
1. Getting Started
Every sale aims to create value for both parties and to provide solutions that solve problems and increase revenues.
A sales discovery call does exactly this - it helps you understand the needs of your prospect so that you can provide them with relevant information about your products or services, as well as an introduction to why they should work with you.
The first call is always about understanding and establishing relationships between the prospects and sales reps or account executives.
This way, when the time comes for your potential buyers to make a decision, they are informed about you and make a decision in your favor.
2. Creating Rapport
The first step in building rapport is to make your prospect feel comfortable. First conversations always make great impressions. Bear this in mind and converse in a way to close deals.
It may seem like a lot of work, but the best salespeople are masters at making people feel at ease. Therefore, every sales team should be trained in making prospects feel comfortable in discussing their pain points.
One great way you can build rapport is by using phrases in conversations or mail correspondence that show empathy and understanding.
For example: 'That must be hard.'"
Another tactic would be to offer a compliment or ask about their family. The best way to create rapport is by asking meaningful questions that create strong first impressions. It's important to ask what they like and dislike about their current technology experience and how it makes them feel.
This will give you an idea of where your product or service would fit into their business model and any areas for improvement.
3. Discovering Needs
Who doesn't love to talk about themselves? We all do! And if you want your prospects to engage with you, it's important that they feel like they can share their thoughts and opinions.
So what do you do to make them more open?
Well, one great way is by asking open-ended questions and listening. Asking well-drafted discovery questions will allow your prospects to open a dialogue with you.
Ask all the right questions that direct at your prospect's pain points.
If your prospect feels they're being heard, the chances are good that they'll enjoy speaking with you more and will end up connecting better overall!
4. Closing The Loop
You've had the opportunity to meet with your prospect and learn more about their needs.
You've identified a solution that meets their goals, but you haven't closed the loop yet. How do you do that? By asking questions, following up on feedback, and using empathy to create urgency.
Ask yourself if your prospects mentioned any pain points or opportunities? What is your next step after this meeting?
The key is being proactive! Remember everything you conversed so far and send that enticing proposal that they can't reject.
- Always do research about your prospects before talking to them
- Always keep in mind the agenda
- State your discovery call's purpose clearly before starting any conversation with your prospects.
- Keep the conversation professional
- Focus on active listening during a discovery call; this shows that you care about understanding prospects needs rather than just selling your product/service
- Follow-up with prospects at regular intervals to cut through the awkward silence
- Always share information that your prospect might learn from or enjoy hearing
- Tailor-make your proposals to suit your prospect's needs, acknowledging that you have heard them
- Another great way of building rapport is to keep an eye on your prospects Social media activity and bringing it up in your conversations or emails
- Always end your discovery call with a positive impact. Share relevant case studies that might nudge the prospect and include a call to action to let them take the right action.
Don'ts Of A Sales Discovery Call
1. Don't Assume
Don't make assumptions about the prospect's needs. Instead, ask them questions and understand their needs. Always check if your understanding of them is correct to offer the right solution that resolves your prospect's greatest challenges.
2. Don't Ask Too Many Questions
Although asking questions is always encouraged, there is also something called asking too many questions; it can come across as intrusive and pushy.
You should always sound curious about your prospects and give them space to answer at their own pace.
3. Don't Compare
Don't go into details on why your company is better than others - focus on what you have to offer and how they will benefit from working with you.
Comparison of products/services is sometimes ok, but it has more negative effects than positive.
4. Don't Gossip
Avoid discussing personal issues or gossiping about other companies in the industry.
No one likes a blabbermouth. Stick to professional conversations.
One more interesting approach to follow is to compliment the competition and mention that you have a similar solution to personalize better for your prospect's needs.
5. Don't Interrupt
Be sure not to interrupt when your prospect is talking or finish their sentence for them. Be patient when your prospect is sharing their information and always pay attention to them.
6. Don't Digress
If you are talking about a specific topic, try to finish with a good ending before jumping onto the next. Don't keep the conversation hanging without a proper closure.
7. Don't Jump To Money Talks
Budget talks and statements are designed to make a prospect feel uncomfortable. For instance, statements such as "What's the budget?" directly put the prospect in a tricky position. Instead, you can always say, "Looks like you have a number in mind."
It's a great way to bring up the budget without being off-putting, says the FBI hostage negotiator, Chris Voss.
8. Don't Jump To Conclusions
Just as assumptions are harmful to your sales prospects, jumping to conclusions about your prospect's needs and wants is dangerous. Instead, double-check with your prospects on their needs before sending out that proposal.
Make a custom proposal that makes a good fit to your buyers' needs and impress them.
9. Don't Rush Your Prospects
Give your prospects plenty of time to respond with their answers. Rushing them in your first conversation will only push them further away. To close deals effectively, you need to be patient.
To Sum Up
I mentioned the most important steps to follow while on your sales discovery journey. Now it's your time to take the next steps, make the most of our content in your sales processes, and impress your prospects, aka potential customers, to seal the deal.
Your prospects are constantly being bombarded with emails and messages. To stand out, you need a unique message that doesn't look like everyone else's in the inbox!
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