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The Ultimate Guide to Discovery Calls
cognism.com
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“You can assume they are before the call, but during the call, you need to let go of expectations and discover the truth.” Discovery calls are typically shorter than sales calls, lasting anywhere from 15 to 30 minutes; sales calls can last longer, depending on the complexity of the product being sold and the prospect’s objections. The purpose of a discovery call is to determine if there’s a potential fit between the prospect’s needs and the company’s offering; the purpose of a sales call is to close the sale and convert the prospect into a customer. What are the benefits of a discovery call? Discovery calls are an essential part of the sales process and offer several benefits, such as: Understanding customer needs A sales discovery call helps you understand your customer’s needs and pain points, allowing you to tailor your solutions to their requirements. This leads to better customer satisfaction and higher chances of closing the sale. Building relationships A discovery call is an opportunity to build a relationship with the prospect. Listening attentively to their needs demonstrates that you value their business and are invested in their success. Establishing credibility By sharing your expertise and knowledge during the call, you can establish your credibility and position yourself as an authority in your field. This will help you build trust with your prospects, making positive outcomes more likely. Identifying opportunities A discovery call can help you identify potential upsell or cross-sell opportunities. By understanding the prospect’s needs, you can offer additional products or services that may benefit them. Saving time and resources By understanding the prospect’s needs early in your sales process, you can avoid wasting time and resources pursuing leads who aren’t a good fit for your business. Improving your sales strategy Discovery calls can provide valuable insights into your sales strategy. By analysing your calls’ results, you can identify areas for improvement, refining your approach to better serve your customers. How long should a discovery call last?
“Also, if you can show the prospect that you’ve taken the time to research their business thoroughly, that will go a long way to establishing trust.” 2. Make a good first impression You only get one chance to make a first impression! And in SaaS sales, first impressions can make or break a sales discovery call. Follow these tips to help you build a positive relationship with your prospect: When the call starts, introduce yourself and your company. Share your name, title, and a brief overview of your company and its offerings. Take time to build rapport with the prospect. Ask open-ended questions and show genuine interest in their needs and challenges. Use active listening skills to show that you’re engaged in the conversation. Share relevant case studies, statistics, or insights that demonstrate you understand the prospect’s needs. You can even use interactive demo software to leave behind a personalised product tour for your champion. Show enthusiasm for the conversation and the opportunity to work with the prospect. Use positive language and avoid sounding monotone or disinterested. Respect the prospect’s time; avoid going off-topic or talking too much. Use a conversational tone and be mindful of time constraints. 3. Identify goals When your sales discovery call starts, the first thing you need to do is identify sales goals. These are: The company’s short-term and long-term sales strategy goals. The prospect’s individual goals. How do you reveal these goals? Ask the prospect questions that uncover this information. Their answers will be your basis for further sales discovery questions. Keep the prospect’s goals in mind as the call progresses. How will your product help the prospect/their company achieve these goals? Jonathon Ilett thinks it’s important to be precise at this stage of the discovery process. His advice is to: “Focus on lead generation metrics and get percentages if possible. Establish quantity.” “Tieing everything together in this way will help you build a strong business case.” Handle objections At this stage in your discovery call, you’ll likely encounter some objections. Handling objections during the discovery process requires active listening, empathy, and a willingness to address the prospect’s concerns. Here are some top tips: When a prospect raises an objection, listen actively and acknowledge their concern. Never interrupt or dismiss their objection. Ask clarifying questions to ensure that you understand the objection correctly. This will help you identify the objection’s root cause. Respond to the objection with empathy and understanding. Reassure the prospect that you’re committed to finding a solution that meets their needs. Address the objection directly and offer a solution that satisfies the prospect. Use case studies or testimonials to show how your product or service has helped similar customers. Use the feel-felt-found method. This involves acknowledging how the prospect feels, sharing how other customers have felt the same way, and explaining how those customers have found success with your product or service. Never get defensive or argumentative when responding to objections. This will create a hostile environment and damage your relationship with the prospect. 7. Recap and reaffirm At the end of each stage of your sales call discovery, repeat what you’ve learned back to the prospect. Ask them if what you’ve discovered is correct. It’s far from a pointless exercise… Doing this means that they might divulge even more information that will help you! And here’s what to do after the discovery call, according to Jonathon: “When your sales discovery call comes to an end, recommend the next step, but let the prospect decide.” “It could be a follow-up email or going straight into booking a product demo. Always set exact timings for whatever the next step will be.” 8. Agree on next steps and follow up If you and the prospect agreed on next steps, then make sure to diary them and follow them through exactly.
Discovery calls are typically shorter than sales calls, lasting anywhere from 15 to 30 minutes; sales calls can last longer, depending on the complexity of the product being sold and the prospect’s objections. The purpose of a discovery call is to determine if there’s a potential fit between the prospect’s needs and the company’s offering; the purpose of a sales call is to close the sale and convert the prospect into a customer. What are the benefits of a discovery call? Discovery calls are an essential part of the sales process and offer several benefits, such as: Understanding customer needs A sales discovery call helps you understand your customer’s needs and pain points, allowing you to tailor your solutions to their requirements. This leads to better customer satisfaction and higher chances of closing the sale. Building relationships A discovery call is an opportunity to build a relationship with the prospect. Listening attentively to their needs demonstrates that you value their business and are invested in their success. Establishing credibility By sharing your expertise and knowledge during the call, you can establish your credibility and position yourself as an authority in your field. This will help you build trust with your prospects, making positive outcomes more likely. Identifying opportunities A discovery call can help you identify potential upsell or cross-sell opportunities. By understanding the prospect’s needs, you can offer additional products or services that may benefit them. Saving time and resources By understanding the prospect’s needs early in your sales process, you can avoid wasting time and resources pursuing leads who aren’t a good fit for your business. Improving your sales strategy Discovery calls can provide valuable insights into your sales strategy. By analysing your calls’ results, you can identify areas for improvement, refining your approach to better serve your customers. How long should a discovery call last? “Visit the prospect’s LinkedIn page to learn about their recent activity, the groups they belong to, etc.” “Also, if you can show the prospect that you’ve taken the time to research their business thoroughly, that will go a long way to establishing trust.” 2. Make a good first impression You only get one chance to make a first impression! And in SaaS sales, first impressions can make or break a sales discovery call. Follow these tips to help you build a positive relationship with your prospect: When the call starts, introduce yourself and your company. Share your name, title, and a brief overview of your company and its offerings. Take time to build rapport with the prospect. Ask open-ended questions and show genuine interest in their needs and challenges. Use active listening skills to show that you’re engaged in the conversation. Share relevant case studies, statistics, or insights that demonstrate you understand the prospect’s needs. You can even use interactive demo software to leave behind a personalised product tour for your champion. Show enthusiasm for the conversation and the opportunity to work with the prospect. Use positive language and avoid sounding monotone or disinterested. Respect the prospect’s time; avoid going off-topic or talking too much. Use a conversational tone and be mindful of time constraints. 3. Identify goals When your sales discovery call starts, the first thing you need to do is identify sales goals. These are: The company’s short-term and long-term sales strategy goals. The prospect’s individual goals. How do you reveal these goals? Ask the prospect questions that uncover this information. Their answers will be your basis for further sales discovery questions. Keep the prospect’s goals in mind as the call progresses. How will your product help the prospect/their company achieve these goals? Jonathon Ilett thinks it’s important to be precise at this stage of the discovery process. His advice is to: “Focus on lead generation metrics and get percentages if possible. Establish quantity.”
“You can assume they are before the call, but during the call, you need to let go of expectations and discover the truth.” Discovery calls are typically shorter than sales calls, lasting anywhere from 15 to 30 minutes; sales calls can last longer, depending on the complexity of the product being sold and the prospect’s objections. The purpose of a discovery call is to determine if there’s a potential fit between the prospect’s needs and the company’s offering; the purpose of a sales call is to close the sale and convert the prospect into a customer. What are the benefits of a discovery call? Discovery calls are an essential part of the sales process and offer several benefits, such as: Understanding customer needs A sales discovery call helps you understand your customer’s needs and pain points, allowing you to tailor your solutions to their requirements. This leads to better customer satisfaction and higher chances of closing the sale. Building relationships A discovery call is an opportunity to build a relationship with the prospect. Listening attentively to their needs demonstrates that you value their business and are invested in their success. Establishing credibility By sharing your expertise and knowledge during the call, you can establish your credibility and position yourself as an authority in your field. This will help you build trust with your prospects, making positive outcomes more likely. Identifying opportunities A discovery call can help you identify potential upsell or cross-sell opportunities. By understanding the prospect’s needs, you can offer additional products or services that may benefit them. Saving time and resources By understanding the prospect’s needs early in your sales process, you can avoid wasting time and resources pursuing leads who aren’t a good fit for your business. Improving your sales strategy Discovery calls can provide valuable insights into your sales strategy. By analysing your calls’ results, you can identify areas for improvement, refining your approach to better serve your customers. How long should a discovery call last?
“The call aims to discover if the prospect has a problem your business can solve and decide if they are a good fit.” Discovery calls are typically shorter than sales calls, lasting anywhere from 15 to 30 minutes; sales calls can last longer, depending on the complexity of the product being sold and the prospect’s objections. The purpose of a discovery call is to determine if there’s a potential fit between the prospect’s needs and the company’s offering; the purpose of a sales call is to close the sale and convert the prospect into a customer. What are the benefits of a discovery call? Discovery calls are an essential part of the sales process and offer several benefits, such as: Understanding customer needs A sales discovery call helps you understand your customer’s needs and pain points, allowing you to tailor your solutions to their requirements. This leads to better customer satisfaction and higher chances of closing the sale. Building relationships A discovery call is an opportunity to build a relationship with the prospect. Listening attentively to their needs demonstrates that you value their business and are invested in their success. Establishing credibility By sharing your expertise and knowledge during the call, you can establish your credibility and position yourself as an authority in your field. This will help you build trust with your prospects, making positive outcomes more likely. Identifying opportunities A discovery call can help you identify potential upsell or cross-sell opportunities. By understanding the prospect’s needs, you can offer additional products or services that may benefit them. Saving time and resources By understanding the prospect’s needs early in your sales process, you can avoid wasting time and resources pursuing leads who aren’t a good fit for your business. Improving your sales strategy Discovery calls can provide valuable insights into your sales strategy. By analysing your calls’ results, you can identify areas for improvement, refining your approach to better serve your customers. How long should a discovery call last?
“How close are they to actually wanting to invest in your product/service? You need to find all of this out if you want to qualify out prospects, not waste anyone’s time, and close deals.” Discovery calls are typically shorter than sales calls, lasting anywhere from 15 to 30 minutes; sales calls can last longer, depending on the complexity of the product being sold and the prospect’s objections. The purpose of a discovery call is to determine if there’s a potential fit between the prospect’s needs and the company’s offering; the purpose of a sales call is to close the sale and convert the prospect into a customer. What are the benefits of a discovery call? Discovery calls are an essential part of the sales process and offer several benefits, such as: Understanding customer needs A sales discovery call helps you understand your customer’s needs and pain points, allowing you to tailor your solutions to their requirements. This leads to better customer satisfaction and higher chances of closing the sale. Building relationships A discovery call is an opportunity to build a relationship with the prospect. Listening attentively to their needs demonstrates that you value their business and are invested in their success. Establishing credibility By sharing your expertise and knowledge during the call, you can establish your credibility and position yourself as an authority in your field. This will help you build trust with your prospects, making positive outcomes more likely. Identifying opportunities A discovery call can help you identify potential upsell or cross-sell opportunities. By understanding the prospect’s needs, you can offer additional products or services that may benefit them. Saving time and resources By understanding the prospect’s needs early in your sales process, you can avoid wasting time and resources pursuing leads who aren’t a good fit for your business. Improving your sales strategy Discovery calls can provide valuable insights into your sales strategy. By analysing your calls’ results, you can identify areas for improvement, refining your approach to better serve your customers. How long should a discovery call last?
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