Tell me about your goals (financial, customer-related, operational). However, a thorough discovery phase can actually accelerate the sales process by making it less likely that you will encounter miscommunication, objections, and misjudgments down the road. This way you can get important decision makers in the next call itself and end up closing the sale sooner. Once you’ve gotten the big-ticket items out of the way — for example, establishing a goal and talking through potential plans to achieve it — you can move on to the nitty-gritty of the deal. Learn about their problems so you can solve for the customer. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. What are the customer’s needs and challenges? Find out what you can about the decision process, from budget to scheduling. © 2020 Janek Performance Group. And as a bonus, the client will realize that you can be trusted and will be bought into your sales process much easier than a haphazardly done meeting. The only way to know if the sales discovery call has been successful is if you have locked down on a date and time for the next call. Sales reps often struggle to ask the right questions or get the right answers to help build up urgency to buy, and all to often will take shortcuts to just jump straight to demo. You also need to qualify your prospect and determine their business pain, influence within the organization, their willingness to advocate for your product, and their preliminary attitude toward purchasing your product versus a competitor’s. What is the impact of the solution? What is the customer’s current situation and how well is it working? Most importantly, they need to be assured that you understand their problem and that you will make a professional assessment to determine if you can help them or not. Copyright © 2020. Before you start a discovery call, establish the ideal amount of time for the call. You should have a good idea of whether the deal will close and for how much. We use cookies to ensure that we give you the best experience on our website. Either you’ll be able to establish an authoritative relationship or you’ll be stuck playing catch up (learn how to avoid those discovery call mistakes). Top sales representatives focus on these six areas during the questioning process: 1. Mastering the discovery process can be broken down into two major skill sets: asking the right questions, and actively listening to the answers. Creating A Strong Outbound Lead Generation Process. The discovery phase of the sales process is considered crucial by many top sales professionals. You may unsubscribe from these communications at any time. 5. Anupreet Lamba is currently leading Sales at Slintel, a SaaS Sales Intelligence platform. It’s about time that teams realize that you can’t “just wing it” on each call. You should come out of your calls with an understanding of your prospect’s needs and how you can help solve them. I’ve found a good way to avoid this is to take control of the call from the beginning. The discovery phase of the sales process is considered crucial by many top sales professionals.

They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. Then, try and make them agree that your solution is THE solution. Marketing automation software. Regular coaching has proved to help salespeople boost their revenue by 17%, SIC/NAICS Codes – How They Can Help In Prospecting, A Sales Strategy to Overcome “No Decision” the #1 Deal Killer. I’ve had deals that I thought would be relatively standard, but because I didn’t dive deep in discovery, they ended up being unduly complex. Be sure to include decision-makers and influencers during the sales process, since many companies make purchasing decisions by consensus. The sales discovery process is your first step in the connect phase of the sales process. Don’t be a robot, connect with the pain points the prospect is sharing and how you can help them alleviate that. Stay up to date with the latest marketing, sales, and service tips and news. Whatever method you use to set appointments, you'll usually want to set one up face-to-face rather than try to sell over the phone or through messages. New to the topic, or wondering how you can make use of them? Probe probe probe: Do not be scared of asking questions during the call. Free and premium plans, Customer service software. For more information, check out our privacy policy.

These representatives fail to consider that each customer is unique – and often, the customer can sense that the representative is treating them as a number, rather than taking the time to form an understanding of their needs. You’ll know that you’ve run a good discovery call if you and your prospect are able to formulate a written sales plan and delineate the next steps.

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