Must-Ask Discovery Call Questions

The world of sales is highly dependent on establishing viable relationships with a prospect. Even though we are moving in a digital world, one should never underestimate the power of a phone call. Reaching out by phone can make all the difference when making a prospect into a client, and it all starts with asking the right questions.

What are discovery calls?

After finding a prospect, the first call you have with them afterward is a discovery call. The purpose of these calls is to gain information about a prospect, understand what they need, and determine if you can provide effective solutions. 

Following this call as a seller, you should be confident in understanding the prospect’s objectives, priorities, and pain points. To cover those bases, asking the right questions makes all the difference.

Main types of questions

During a discovery call, you need to cover a lot of information in a smaller time frame, so your questions must be impactful and relevant. There are roughly four main categories of questions that will ensure a successful call.

Basic information/Setting the stage

The first category involves getting to know more about the prospect, their company, and how they operate as a whole. Even though much of this information can be found during the pre-call research process, asking these questions can help open the conversation and provide a deeper explanation that couldn’t be found in research alone. 

  1. Tell me about your company. 
  2. What do your day-to-day operations look like? 
  3. What do you determine as successful, and how do you measure performance?

Questions that qualify

Now that you’ve learned more about your prospect, it’s time to dig into their goals, identify pain points, and start determining the main problems you will need to address later on. 

With this section, utilize the power of branch questions. If someone mentions a desire for a specific solution, follow up on that statement. Remember, your goal should be to thoroughly understand the main problem areas to construct the best solutions. 

  1. Tell me about your goals.
  2. What problem are you trying to solve?
  3. What do you think could be a potential solution? Why?
  4. What would a successful outcome look like?

Questions that disqualify

Even though you want to help out as many prospects as possible, it’s important to keep in mind that not everyone will be a good fit for your services. Find out if a solution is truly feasible by getting insight into their desired budget and timeline. 

  1. What are your primary roadblocks to implementing this plan?
  2. What’s your timeline for implementation?
  3. Do you have the budget for this project? If not, when do you think you’ll have the funds?

Discovery calls should be a priority for every sales team. If you need some extra guidance, don’t hesitate to drop us a line, and we will be happy to assist you in becoming discovery call experts.

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