Article
Seven Process Steps For An Incredible Sales Discovery Call
gtmnow.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Running an effective sales discovery call is a tough skill to learn, and even I am a long way from perfect. Regular coaching has proved to help sales people boost their revenue by 17%. Dynamic coaching has proved to improve win rates by 27%. The case for regular coaching cannot be argued with. “Start to leverage call recordings as a way to self-reflect, break down, and review what went well and what didn’t to help develop skills.” Furthermore, advanced sales technology enables sales leaders to gain valuable insights into sales discovery calls without needing to invest huge amounts of time listening to them.
And you aren’t going to solve that by scribbling down illegible notes that can sometimes throw up more confusion than intended when re-visiting them a few days later. “And they can use the call to coach reps afterwards to help us get better as sales people.” If you aren’t recording your discovery calls. Start doing it. Trust me.
The sales discovery process is about finding out whether a lead is realistically going to buy from you. It usually involves up-front research into a client so you understand them thoroughly, followed by a call in which you find out more than you could from desk reading. “It’s about finding out the prospect’s pain points, understanding their needs, and helping them to see why the product you’re selling is the right one to help them achieve their objectives.” It’s also a tool to help you. Sometimes a prospect is genuinely not a good fit for the product you’re selling. This is your chance to identify that, and make sure you don’t waste your time on a low-value pitch.