First impressions count for a lot. That's why an exceptional sales discover call needs to cover 5 simple steps in order to be successful. See for yourself if your initial sales pitch could be improved...
1. Find out everything you need to know about them
Everyone has an ego, so the first step is to make sure your prospect knows the call is about them. Standard sales calls have a salesperson talking AT their prospect not TO them, which is where most salespeople go wrong. By asking open-ended questions, you not only involve your prospect in the conversation but you can determine if they are the right fit for your business. Finding out everything you can about your prospect and their business in a sales discover call is essential to keeping your sales process simple later down the line.
Consider some of the following open-ended questions/statements:
- What does your day to day job involve?
- Tell me a little bit about your company.
- What are your thoughts on XYZ?
- Tell me about your financial/operational goals.
Or find out the 7 smartest questions successful salespeople ask.
2. Drill down until you get to their pain point
To make sure your prospects don't dismiss your discovery call, you need to uncover their pain points. Fair warning, no one likes to reveal what they are struggling with, so you need to read between the lines of what they are saying.
Once you have discovered what they need, you can tailor your conversation to mention how your product solves their pain point. Prospects are more likely to go for a business that can solve a problem rather than enhance a solution, so this is an essential step in your discovery process.
3. Ask how they would like the process to continue
Once you have identified how you can solve a pain point and your prospect has shown some interest, you can be tempted to rush ahead on the sales deal. However, this could stop your lead in their tracks. Instead, ask how they would like to proceed. This gives you a good idea of what to expect and who will need to be involved in the process.
This will ensure you start building up a sales relationship with the right key decision maker! Remember, a discover call is as much about planning the next stages as it is starting the sales process. You need to balance the two.
4. Get the objections out of the way
Now that you know what your prospect wants and how they would like to proceed, you need to get their objections out of the way. Because you can guarantee that objections will come up at some point during the sales process. Discovering them in the discover call allows you to address them and come up with an action plan to solve them. As soon as your prospect sees you as a problem-solver, they'll be less likely to object and more likely to hear out your entire pitch later down the line.
5. Create urgency
It can be common for a sales discover call to go really well, only for your prospect to never get to the next stage of the sales process. This is because you haven't created a sense of urgency. There are many ways to create urgency in your sale.
- When do you need to achieve your goals by?
- What would happen without a solution in place in the next 6 months?
- Why is this a priority now?
Once you have mastered these 5 steps in your sales discover call, you'll start to see your sales results improve before your eyes.