Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved.
But sadly, few things are missed out when you do things in a hurry.
Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate.
79% of marketing leads don’t convert into sales.
“Discovery call” is one of the most important parts of the initial sales process that’s not taken seriously by most of the sales reps.
You cannot prescribe medicine without diagnosing the disease. Similarly, you’ll not be able to offer a solution without finding out the problem.
Besides, sometimes sales reps end up chasing the wrong leads who do not require their product and end up wasting a lot of time.
So, it is necessary to understand the prospects’ expectations during the initial stages of the sales process to determine if you should pursue them further or focus or some other deal.
Through successful sales discovery calls, you can uncover those needs and expectations.
You have to understand customer needs before they understand your technologies – Steven Haines
Discovery calls are made with an aim to amass maximum information about the prospects for understanding their needs and requirements. In most cases, the discovery call is the first few calls after connecting with the prospect.
It is a very crucial part of the sales process that helps in qualifying prospects. Through proper discovery calls, you can identify the deals that won’t convert into sales and abandon them at the right time.
Questions are the base of a sales discovery call. You need to ask maximum relevant questions to discover the goals, concerns, and problem areas of the prospects.
Discovery calls need your utmost attention. Investing a little time in conducting successful discovery calls can be very helpful in the later stages of the sales process. So, do not take it lightly. Walk the extra mile and put little more effort to gain a proper understanding of your prospects.
Here is a structure of a successful sales discovery call.
Don’t just dial a random number and ask a few generic questions during a sales discovery call.
The discovery call needs proper preparation.
Instead of getting down to business directly, try to build a rapport with the potential buyers. Only when the prospects are comfortable, they will be able to share their true concerns and challenges.
Validate the information you’ve researched about the prospect and try to gather more details about your prospect’s pain points and goals. Ask as many relevant questions as you can during a discovery call to understand what your prospect is looking for.
Well, once you diagnose the problems, provide the solution. Mention your value propositions. Your value proposition must clearly articulate why the prospect should buy from you.
Below are a few things you should consider for making successful sales discovery calls.
The agenda of your discovery call is to understand and qualify your prospect. That would only be possible if the prospect shares enough information with you. For that, you need to ask subjective questions where the prospect can elaborate instead of just giving a one-word answer in Yes or NO.
Yes, you’ve created a list of questions, but don’t just play a rapid-fire with your prospect by asking random questions abruptly. The questions should be in a flow with the answer your prospect gives.
In sales, you need to make the most of every opportunity you get. So, don’t end the call abruptly. Decide on the next step before disconnecting the call. The next step can be anything from scheduling a meeting or a video call on a specific day to discuss the prospect’s problem in detail.
Record your discovery calls to ensure you don’t miss out on any important details shared by the prospect. CRM software like Salesmate comes with a built-in virtual phone system that allows you to record the call. So, you can easily listen to the discovery calls at your convenient time for understanding your prospect’s needs.
Here are a few discovery call questions that can help in collecting important information about your prospects.
To invest your time in the right leads, you need to qualify them. A successful sales discovery call can save you from chasing bad leads. It can help you in understanding a prospect for giving them the best solution.
A potential buyer will only purchase from you if they feel your solution can be helpful. So, for that, you need to understand their problems. You need to ask the relevant questions for discovering their goals and concerns.
With the right questions, you can gain a better understanding of your prospect and with the right tool, you can convert them. CRM like Salesmate can be of great help in nurturing and converting these qualified leads to sales. With this advanced sales tool, you can streamline your sales process, manage your contacts, track emails, follow-up in real-time, automate most of the time-consuming tasks and do a lot more things to improve your closure rate.