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How to Execute a Sales Discovery Call + Questions to Ask - Mailshake
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1. Sales Call Planning: Do Some Homework “For every prospect who schedules a call, you’ll need to know enough about them to hit the ground running and be as productive as possible in your discovery call together.” So how do you do that? When “doing your homework,” you’ll need to at least cover the basics — and it’s very simple.
What do salespeople need to get from discovery calls? By the time you hang up, you need to genuinely understand the prospect and their situation so that you can determine whether or not they’re a qualified lead. “Finding out the prospect’s goals – and the timeline for hitting them – should be top of your list.” Ask about their financial goals, their operational goals, and their customer-related goals. This will help you see how your product or service can slot into the organization’s roadmap and help them achieve their goals (not to mention, start putting your pitch together).
Finding out the prospect’s goals – and the timeline for hitting them – should be top of your list. “Ask about their financial goals, their operational goals, and their customer-related goals.” It also gives you a good idea of how urgent their need for your product or service is. If all goes well, will the deal be closed in a week, or could closing take six months? This is essential for accuracy when it comes to financial forecasting – and for hitting your targets.
If you don’t bother to discover exactly what your prospects need, but continue to impart information on your products and services — and if you don’t practice closingqualified prospects on the call — then you’re likely to be wasting both your time and theirs. “Of course, once you’ve done that, it’s in your best interest to work towards closing the sale (or moving the sale forward) before you hang up the phone.” Questions to Ask on a Sales Discovery Call to Qualify Leads