Definition
A discovery call is one of the first significant conversations between a salesperson (often an SDR or AE) and a potential customer. The primary goal is not to sell, but to « discover » information. The salesperson asks strategic questions to understand the prospect’s business, their challenges or « pain points, » and to determine if they are a good fit for the company’s solution. It is a crucial step in the lead qualification process.
Examples of Discovery Questions
During a discovery call, a salesperson might ask:
- Current State: « Can you walk me through how you’re currently handling [specific process]? »
- Pain Points: « What are the biggest challenges you’re facing with that approach? What happens if you don’t solve this problem? »
- Goals: « What does success look like for you in six months? What are you hoping to achieve? »
- Qualification (BANT): « Is there a budget allocated for this? Who else on your team would be involved in this decision? »
Advantages/Benefits
- Effective Qualification: It’s the most reliable way to qualify a lead, ensuring that sales reps don’t waste time on prospects who aren’t a good fit.
- Tailored Sales Pitch: The information gathered allows the salesperson to tailor all future demos and proposals specifically to the prospect’s needs and goals.
- Builds Rapport and Trust: A well-run discovery call that focuses on the prospect’s problems (not the product) builds credibility and positions the salesperson as a helpful advisor.
- Shorter Sales Cycles: By identifying and addressing key challenges and decision criteria early, potential roadblocks can be overcome more quickly.
Related terms
- SDR (Sales Development Representative)
- SQL (Sales Qualified Lead)
- BANT (Budget, Authority, Need, Timeline)
- Lead Qualification
- Pain Point
- Sales Process
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