How to Enjoy Sales and Do an Effective Discovery Call

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Every place a page here uses this source, in the order the words come in it.

1. Ask them to book a short discovery call using my scheduling link. “By gaining some insight into their context, goals, challenges, and opportunities before the discovery call, I’m able to show up to those calls with a second set of deeper questions ready.” When we’re facilitating a process of self-discovery for prospects, which we should be doing instead of pitching or “selling,” we’re part archaeologist and part therapist. We’re uncovering what’s hidden, not simply accepting that whatever the client says they need is the project.

   In Account research

2. Why me? Why not get an intern or hire your Cousin Vinny? Fiverr? “These questions are purposefully open-ended. Narrow questions produce narrow answers. Wide questions enable you to understand their problems and goals, and at a high level, the transformation they’re after and the value of it.” How to End a Discovery Call

   In Discovery question design

3. What have you already tried? “What else have you considered? Is there an easier solution than what we’re picturing?” Why this? Why not do something else instead?

   In Needs and requirements discovery

4. Where are we here? “Tell me about the problem.” What have you already tried?

   In Problem and impact discovery

5. Ask the prospect to answer my intake questionnaire. “Ask them to book a short discovery call using my scheduling link.” By gaining some insight into their context, goals, challenges, and opportunities before the discovery call, I’m able to show up to those calls with a second set of deeper questions ready.

   In Self-serve scheduling links