Most people only think about closing a deal during a sales call, but they totally forgot the importance of a discovery call.
What exactly is a discovery call anyway?
The point of a sales discovery call is exactly that: to discover. You are attempting to learn more about the prospect and offer your solution to them. This can come from inbound leads or outbound leads. It’s the “initial call”.
Now, there’s way more to a discovery call than just a meet and greet call.
Combining the correct techniques, asking the right questions, and following a guideline will help you nail a sweet deal through a discovery call or at least give you information to take the deal to the next step.
It’s hard to get a discovery call right, and it does take practice.
But in this article, I’ll share my experiences and tips to help you nail that deal!
Start with doing your research
Seriously, I talk about this a lot. You never want to enter any sales call without doing any research on the prospect at all.
Just like in the book, “The Art of War” by Sun Tzu, “if you know your enemy and know yourself, you’ll win 1000 battles.”
The more knowledge you have the better, so be prepared for the call.
Does this mean that you need to do 30 minute worth of research on the lead? Absolutely not…
Just take a few minutes to do the following:
- Visit their company site
- Read their blog
- Google their name
- Check out their Linkedin profile
- Quick scan on their social media like Twitter
That should take nomore than 5 minutes. This can be done 5 minute before the discovery call.
Try to note down the key highlights like mutual connections that you both share or work achievements that they’ve made in the past.
With validated research, you can build on what they already know to tailor their message from the start and dive deeper into the buyer’s business.
Asking the right questions
A great discovery call includes asking the right questions at the right time.
The kinds of questions you ask will make or break your call.
One of the biggest mistakes I see that a lot of new sales rep make is that they don’t ask the right questions that will lead to a solution for that specific prospect.
First off, you’ll need to find out how useful your product or service will even be for them and then you want to ask questions that will allow you to come up with a specific solution for them that they cannot refuse.
Try to discover what issues they are currently facing and what plans they have to resolve them.
The goal here is to come up with a solution within your product that can solve their specific problem.
Instead of going off with all the features and benefits that your product has to offer, you only want to offer the solutions that they’ll find useful.
Let’s give an example where you’re selling an employee training SaaS program…
You could ask something that highlights the revenue your prospect is missing out on. For example, “How much revenue do you think you could be missing out on by not having a regular training program in place for your employees?”
“How much more money would you need to spend in order to train your employees?”
“How much time can you save with a proper training program in place that can be reuseable?”
Nail the deal through asking proper questions..
Add a similar case study
We noticed that most customers want to hear similar stories about our other customer’s success as well because this relates to them.
All our reps try their best to add a similar case study within the same industry for everyone in the discovery call.
This helps the prospect feel more confident about our ability to deliver good results.
Stories are great as they help your prospects to relate to the characters within them. When you can give examples of similar challenges and how you helped to resolve them, your prospects are more likely to listen and move forward with your solution.
We’ve had situations where the prospect will pass the stories onto their team meetings for internal discussions and that helped us nail the deal.
Talk about the problem your previous client faced and how your product or service was able to resolve it effectively.
You don’t always need to have a case study, testimonial, or similar story, but it’s always best to have one.
If you’re a younger company, you can always just stick with the original plan of how your company can provide value for them.
If you can share similar results and follow up with a leading question about the prospect’s own experience with this scenario, you can open the conversation to how your product may help with their particular circumstances.
Strong call to action
Just like any cold email or pitch, you must have a strong call to action in a discovery call. Depending on your deal size, you may or may not have to schedule a second call.
You can provide the prospect with the next steps right away. This can be a sign up or a signature for the proposal etc.
Instead of hanging up the phone and simply hoping to hear back from the prospect, reps should begin building out their schedule for whatever next step the prospect chooses on the call itself. For example, if the prospect would like to see a demo of the product, the rep should open their calendar and nail down a time then and there.
You can end the call with a kind of conclusion on how your product or service will work best to resolve the challenges you discovered during the call. Confidence is very important here, whereas pushiness is a no go.
Another option is to reaffirm the challenges they mentioned, as a reminder that your product and service could be necessary.
Another trick you can add is by “summarizing the call” and literally giving the prospect the next step to move forward with.
To ensure that you or your sales rep can nail the best deals through a discovery call, it might be wise to record all the calls for feedback.
I’ve noticed that when I listen to my own calls, I’m able to analyze and see what else I can do better.
I always ask myself at the end of every single discovery call on what I can do to improve my future discovery calls. Even if it’s something minor, I still want to take note of it to ensure that I add it to the future discovery calls.
Another tip is to always have the new reps engage in role playing before allowing them to hop on a discovery call.
That way they know right off the back of their head what the most common questions are and how they can deal with them.
Again, none of this is easy and no one can master a discovery call from day 1, but practice makes perfect.
If you’re looking for a quality outsourced solution that works, don’t hesitate to reach out to us at GrowthOK.