In fact, they can be awkward, tedious, and sometimes downright disastrous.
But the calls play a major role in the success of a sales rep and the health of their pipeline. And if the discovery call goes well, reps can identify highly qualified prospects to pursue and become that much closer to hitting quota.
This, however, begs a question: what does a great discovery call look like in today’s world? Below are five things a sales rep can do en route to determining whether or not the buyer they’re on the phone with is a good fit prospect.
1) Validate research.
Sales reps must delve into their prospects' businesses as best they can to try to determine pain points, decision makers, and how their product can spur growth. During the discovery call, reps should ask questions to validate the research they’ve done and get a better understanding of the organization. With validated research, the rep can build on what they already know to tailor their message from the start and dive deeper into the buyer’s business.
2) Identify goals.
How does the rep’s product fit into where the company wants to be going forward? By delving into goals, reps can highlight the specific benefits of their product that will help this prospect immediately. Alternatively, if the prospect’s goals are totally different from the product or service’s benefits, the salesperson can disqualify with confidence.
3) Clarify pain points.
In addition to talking about goals, reps should use the discovery call to clarify the prospect’s pain points and explain how their offering could potentially turn the prospect’s struggles into strengths. With a clear understanding of the company’s struggles, reps can hone in on how they are attempting to overcome these setbacks, and what seems to be working (or not).
4) Provide a tactical suggestion.
Armed with goals and pain points, the sales rep can now begin providing tactical suggestions and showcasing how their product can play a major role in the prospect reaching their goals. A tactical suggestion also builds credibility with the prospect and shows the value of working with the rep every day.
5) Offer next steps.
At the end of the call, reps should provide the prospect with clear next steps so they can determine which route they would like to take. 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.
The discovery call plays a major role in the success of a sales rep, and should receive just as much focus as a closing call. The five components listed above can help ensure a great discovery call each and every time.
Originally published Jan 28, 2016 7:30:00 AM, updated October 30 2019