Discovery Call: 6-Step Guide and 15 Questions To Ask

Discovery Call: 6-Step Guide and 15 Questions To Ask

In sales, success hinges on mastering pivotal moments. The discovery call is the turning point where potential transforms into a tangible sales opportunity.

Contact us to discuss your requirements of Step-in Post. Our experienced sales team can help you identify the options that best suit your needs.

This article will highlight the central role of the discovery call in the sales process and provide you with essential insights to successfully navigate one.

We will delve into the significance of the discovery call, outline the steps to success, and equip you with tactical example questions. Let’s get started.

Table of Contents

What is a Discovery Call?

A discovery call is an initial conversation in sales where a representative engages with a potential client to understand their needs and introduce the company's services. The call aims to identify high-quality prospects and determine if there’s a potential match, moving them further down the sales pipeline.

During the call, the representative aims to comprehend the prospect's challenges and goals while giving the prospect insights into what the company offers. This approach helps in assessing a good fit for the company's solutions and sets the groundwork for a successful business relationship.

The discovery call initiates a dynamic that fosters understanding and builds a strong relationship between the sales representative and the prospect. It effectively guides potential clients towards deeper engagement with the company's products or services, increasing the likelihood of successful conversions.

Importance of a Discovery Call

Discovery calls are the first step in establishing successful client relationships. These calls go beyond preliminary chats, playing a crucial role in understanding client needs and setting the foundation for future interactions.

Here are the key benefits of discovery calls for international businesses:

Identify Qualified Leads

Discovery calls help businesses identify which leads have the highest potential to become customers, prioritizing efforts on the most promising opportunities.

Understanding which prospects are genuinely interested and have needs aligning with the business’s offerings enables more efficient resource allocation, optimizing the sales process.

Deepen Customer Understanding

Discovery calls provide deep insights into clients’ specific challenges and objectives. Understanding these requirements allows for more effective engagement based on a solid grasp of their needs and expectations.

Enhance Sales Strategies

Armed with insights from discovery calls, you can tailor sales strategies to each client's context and needs, making your approach more relevant and impactful.

6 Steps to Run a Successful Discovery Call

Follow these six steps to conduct a successful discovery call:

Step 1: Do Your Research

Before reaching out, thoroughly research your prospect and their business. Gather information about their industry, company size, and challenges using tools like LinkedIn, company websites, and industry reports. This preparation helps you qualify leads and set the stage for the call.

Step 2: Set a Clear Call Agenda

Prepare to guide the prospect through the call. Start with a brief introduction of yourself and your role to set a welcoming tone. Clearly articulate the call's purpose and objectives, aligning expectations from the outset.

Step 3: Establish a Two-Way Rapport

Building genuine rapport is essential for successful discovery calls. Use open-ended questions to encourage sharing, demonstrate empathy, and use positive affirmations to validate the prospect’s opinions and thoughts.

A recent study shows that customers speak during 57% of the conversation in successful discovery calls. Encourage your prospect to talk more to understand their needs better.

Step 4: Focus on the Prospect’s Pain Points

Understand the challenges the prospect faces by asking targeted questions. Dive deeper to grasp how these challenges impact their daily operations and long-term goals.

Some key questions to ask include:

• What specific issues are you encountering in your operations?
• Are there any recurring problems that challenge you?
• Can you describe any persistent pain points for your team?

Explore the impact of these challenges to highlight the urgency of finding solutions.

Step 5: Guide the Prospect Toward the Solution

Present your solution in a way that resonates with the prospect's unique needs. Focus on the value and benefits rather than features, and use case studies or testimonials relevant to the prospect’s industry. End with a clear next step to guide them toward a decision.

Step 6: Conduct an After-Call Review

Review the call to analyze what went well and identify areas for improvement. Use a scorecard to objectively assess the call’s effectiveness and prepare for future interactions.

In the fast-paced sales world where first impressions matter greatly, mastering discovery calls is essential. These six steps, from research to post-call reviews, serve as your roadmap to success, helping build trust, identify pain points, and effectively present solutions to ensure a smooth journey from potential client to satisfied customer.

Do's and Don'ts of Discovery Calls

Let’s recap with some do’s and don’ts to remember for successful discovery calls:

Do’s

• Listen attentively to the prospect's responses.
• Use open-ended questions to encourage detailed responses.
• Show empathy for their situation.
• Tailor your approach to each prospect’s unique situation.
• Clearly articulate how your product or service provides value.
• Focus on educating the prospect about how your solution can solve their problems.

Don’ts

• Avoid dominating the conversation.
• Refrain from interrupting the prospect.
• Don't make assumptions about their needs.
• Avoid overwhelming them with too much information.
• Don't pressure them into making a decision during the call.
• Don’t forget to follow up after the call.

By adhering to these do’s and don’ts, you can conduct discovery calls that build trust, uncover valuable insights, and set the stage for successful business relationships.

Discovery Call Questions to Ask Every Prospect

Top-performing reps ask 39% more questions during discovery calls. Here are essential questions to guide the conversation:

What's Next?

The discovery call is a crucial step in your sales process that sets the foundation for a successful and targeted sales approach. This guide outlined the steps to ensure these calls are strategic and successful.

You don’t have to do it all manually. Clari Copilot, our sales intelligence software, provides real-time assistance during discovery calls, ensuring balanced dialogue and enabling you to confidently tackle objections.

Clari Copilot’s conversation intelligence platform goes beyond, allowing you to revisit call transcripts in an AI-driven manner. It consolidates data from CRM and dialer, providing actionable insights in a few clicks.

Ready to elevate your approach to discovery calls? Book a demo with Clari Copilot today and experience how it can redefine success in your sales game.