What is a Sales Discovery Call, and Why is It Important?
A sales discovery call is a crucial step in identifying customer needs and building trust. It helps salespeople understand customer pain points and tailor their pitch accordingly. It's important because it can make or break a deal, and sets the foundation for a long-term relationship.
- Discovery Calls – A Critical Part of the Sales Process
David identifies sales discovery questions that have worked for him in the past, including: • How do you currently do X? • What tools, system or process do you use to do X? • What works well with X? • What are some challenges with X? • Who else is involved with X? • How much time do you spend on X? • If you could wave a magic wand, how would X work? • What’s your timeline for changing X? • Anything else I need to know about X?
- 4 boxes of discovery with sales prospects
John covers 3 key concepts in discovery: • Qualifying B2B design partners as prospective customers requires learning about the current state of the business, the desired future state, the required product capabilities to the future state, and the success metrics they’ll use • Your goal should be to leave every interaction having added value and having learned new information about their problems, their ideal outcomes, their process, etc. • The future state allows the prospect to step into the hypothetical where their current problems and the negative consequences they cause have been solved.
End-to-end Sales Discovery Process
The end-to-end sales discovery process involves several stages, including research, preparation, the actual call, and follow-up. It's important to have a clear understanding of the customer's industry, pain points, and goals before the call. During the call, active listening and asking open-ended questions are key. Follow-up is also crucial to ensure that the customer's needs are met.
- Effective Discovery
• Qualification • Understand value points, including preparation and how to seek to understand using techniques like TED, five whys, and active listening • Avoid discovery pitfalls, like a lack of preparation, happy ears, not attaching to the biggest problem, and failing to identify the negative consequences of doing nothing
Sales Discovery Call Questions & Checklists
Sales discovery call questions should be open-ended and focused on the customer's goals and challenges. They should also be tailored to the specific industry and individual customer. Checklists can help ensure that all relevant topics are covered and that the call stays on track. It's important to remember that sales discovery is a conversation, not a script.
- Avoid the land of no decision: 6 critical questions for every discovery call
Bardia describes how the risk of not doing discovery is getting stuck in “the land of no decision”. He explains 6 discovery questions to consider: 1. What initially piqued your interest? 2. What’s the problem you’re trying to solve? 3. How are you addressing this problem today? 4. How are you measuring your goals? 5. How far are you into your evaluation process? 6. Who else on your team should be involved?