What do you do when a person is interested in your products/services? They could become your clients. Therefore, it is very important how you approach them. More often than not, this is done through scheduling a call.
Of course, it could be stressful to have to talk to a stranger over the phone for the first time, and even more so, when you know that the conversation will determine whether or not they will become your customer.
Fret not, we are here to help you through this awkward moment. Stay with us as we suggest a few good questions to ask during your sales discovery call.
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What Is a Discovery Call in Sales?
A sales discovery call is the first call that a sales representative makes to contact a potential client, also known as a prospect. It is arguably the most important call as it sets the stage for the future relationship with said person.
The goal of this call is to not only establish a relationship with the prospect, but to also understand their pain points, what their business is about, what they want to achieve, and to present your company as someone who can meet their needs and/or solve their problems
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10 Sales Discovery Call Questions to Ask
- What Would You Like Me to Know About Your Company?
- What Are Your Current Business Goals?
- What Are the Biggest Challenges You Are Facing?
- What Are the Roots of Those Problems?
- What Is at Stake, If You Do Not Reach Your Goals?
- What Is Your Plan and Do you have a Timeline?
- What Is Your Budget?
- Who Is Involved in the Decision-Making Process?
- Do You Have Any Concerns About Our Product/Service?
- Can We Schedule a Follow-Up?
1. What Would You Like Me to Know About Your Company?
Of course, you should research and prepare before the call. It would be best if you could start off by telling your prospect what you already know about their company, and then asking them to introduce themselves in their own words.
This way, they can help you gain a more thoughtful understanding of their business, and let you build upon what you already know.
After that, depending on what they’ve said, you can ask a few simple questions about their own role in the organization, and casually build up towards the next question.
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2. What Are Your Current Business Goals?
The next couple of discovery call questions are focused on the short and long term goals of the company in question. First, you need to understand what their business goals are and what they are looking to accomplish (in the next month/quarter/year).
If you want to, you can even preface the question with a timeframe. For example,“What are your business goals for next month?” or “What do you hope to achieve in the next 6 months?”
How you form your questions will largely depend on the type of service or product you provide.
For example, if you are offering a product/service that takes three months to complete, you should ask about their goals over the next three months.
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3. What Are the Biggest Challenges You Are Facing?
It is important to understand what challenges your prospects are facing, and what areas they have struggled with in the past. This will help you to pitch your product or service to a greater success.
For example, if you are selling software, and your prospect says that they have had difficulties dealing with similar software in the past, you could emphasize how straightforward and easy to use your software really is.
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4. What Are the Roots of Those Problems?
After you listen to what the other person has to say, follow-up by asking what is causing those problems.
An important step towards solving the issue is finding out what is the source of said issue. This will also help you to tailor an irresistible sales pitch.
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5. What Is at Stake, If You Do Not Reach Your Goals?
Your discovery sales call is all about creating as much value for your product/service as possible. Your goal should be to convince the potential customer of how beneficial your help could be towards them meeting their goals.
Therefore, it is crucial that you understand what the consequences will be if the company does not achieve their goals. This will also help you understand the urgency of their situation, which could also provide insight into what your pitch should be focused on.
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6. What Is Your Plan and Do You Have a Timeline?
Again, try to gather as much information about the current situation of your prospect. Ask about what they have in mind, if they already have a plan, and what it is, and what time frames have they set, if any.
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7. What Is Your Budget?
Okay, so a lot of people get nervous when it comes to talking about money. Especially on the first call, but you won’t know what your prospect is willing to spend, if you do not ask.
Plus, if you do not know what their budget is, you won’t know if they are compatible with your product or service pricing.
After all, the prospect might want to achieve a masterpiece, yet only have the budget for something generic.
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8. Who Is Involved in the Decision-Making Process?
It does matter who and how many people are involved in this process. For example, if your prospect is the only person responsible for making the decisions, you can focus on winning them over.
However, if they are a part of a larger group, making the choices in the company, you have to think of a way to influence and appeal to a wider audience.
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9. Do You Have Concerns About Our Product/Service?
Asking such a question might sound counterintuitive to you, yet it will allow you to address any potential concerns the prospect may have regarding your product or service.
This will also greatly increase your chances of securing a follow-up call, since you will be able to go through the potential objections, and explain why your product/service is valuable.
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10. Can We Schedule a Follow-Up?
The ultimate objective of this sales discovery call session is to not only establish the initial relationship, but also ensure that you schedule a follow-up.
Sure, it is possible to nail the deal on the first call, but unfortunately, that does not happen too often. In order to minimize back and forth scheduling, offer up a couple of suitable dates and time frames for them to choose from.
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What Should You Know at the End of the Discovery Call?
You can consider your sales discovery call a success, if you’ve managed to obtain information about the following:
- Does the prospect seem like a good fit for your product/service?
- Do you completely understand the potential client’s buying journey, timeline, plan, and pain points?
- Does another decision-maker need to be included in the process?
- What are the next steps, and are you ready to discuss them with your sales team?
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Do not worry about your sales discovery call too much. If you show up well-prepared, asking the right questions, and remember what your goals are, you will have no trouble selling your product or service. You will also have an easier time convincing your potential client to do business with you.