How to Make the Most of Your Discovery Call

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Gabrielle Hughes
Content Marketing Manager

In order to move any deal forward, an effective discovery call is essential. Uncovering your prospects’ core pains right off the bat allows you to immediately set you and your potential customer up for success.

So, how do you get started?

Do a background check

Your prospects are about to embark on a journey that will hopefully end in them purchasing your product. Under most circumstances, something is prompting an emotional response that is engaging them to change. They’re willing to do something differently, even if it comes with a cost.

Prior to even picking up the phone, know what has been going on with that customer and catch yourself up to the conversation that’s already taken place in their mind. With an abundance of details, data, and social channels that can be leveraged to learn about companies and employees, it should be impossible for you to show up to the call ignorant of what’s happening in your prospect’s world.

Understand the business

Although many people dive directly into pain points for their initial part of discovery, the most informative conversations start with understanding plans for the business. Just like when a doctor is asking questions to learn more about your lifestyle, you should begin your discovery call by asking your prospect about how their company is structured.

Let’s say you were going to put together an ROI calculator for your prospect’s business. This is an easy way to showcase the value of your product or service to your prospects. For B2B sales, these inputs would look like:

  • What’s the average close rate? Is it 15%? Is it 20%?
  • Is it different for inbound versus outbound?
  • What’s the average selling price?
  • What’s the average time to close?
  • What’s the average deal cycle?

Talking candidly about the performance of your prospects’ funnel metrics, KPIs and goals give you insight into what areas of the business can or should be optimized.

Know their personal goals

Once you have the background information on your prospect, along with their state of business, it’s time to learn more about the buyer’s goals. Identify which personas are part of the buying committee, and know the ins and outs of their individual goals.

For instance, when selling to a marketing leader, nine times out of 10 they’re concerned about MQLs, not things tied to revenue metrics. In this case, you can influence that influencer in the buying process by showcasing how your solution relates to them (i.e. helps them generate high-quality leads).

During this part of the discovery, you should also be on the lookout for near-term versus long-term goals. Are they trying to reach their goals this quarter, or this year? From there, you can ensure your solution fits their needs in a timely manner.

Want more on how to make the most of your discovery? Check out our webinar, 5 Prescriptions to Close Deals Faster.

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