A discovery call is a crucial step in the sales process. It’s the first real interaction between a potential client and your sales team, and it can make or break the deal. A successful discovery call can lead to a new client and increased revenue, while a failed one can result in a lost opportunity.

Therefore, it is essential to get the discovery call right to ensure a successful client acquisition. This requires careful planning and preparation to ensure that the call goes smoothly and that all the necessary information is gathered especially in digital sales room.

In this article, we’ll discuss the five steps for a successful discovery call that will help you acquire new clients and close more deals.

What is Sales Discovery call?

A sales discovery call is a conversation between a salesperson and a potential client. It is the first real interaction between the two parties, and it is used to gain a better understanding of the potential client’s needs and objectives. During the call, the salesperson can uncover more information about the company’s challenges and goals, and can determine how they can best serve the client. The goal of a successful discovery call is to acquire new clients and close more deals.

With the right approach, sales discovery calls can be a powerful tool for acquiring new clients. Here are five steps to ensure a successful discovery call.

Step 1: Research and Preparation

The first step to a successful discovery call is research and preparation. Before the call, make sure you have a clear understanding of the potential client’s business, pain points, and goals. This will help you tailor your approach and make a good first impression.

Start by researching the company’s website, social media profiles, and any other online presence. Look for information about their products or services, target audience, and recent news or updates. This will give you a better understanding of their business and how your product or service can benefit them.

Next, research the individual you will be speaking with. Look for their job title, responsibilities, and any relevant background information. This will help you understand their role in the company and how they may be involved in the decision-making process.

Finally, prepare a list of questions to ask during the call. These questions should be tailored to the potential client’s business and goals, and should help you gather more information about their needs and challenges.

Step 2: Establish Rapport and Build Trust

The first few minutes of a discovery call are crucial. This is when you have the opportunity to establish rapport and build trust with the potential client. This can be achieved through active listening, asking relevant questions, and showing genuine interest in their business.

Start by introducing yourself and your company, and then ask the potential client to do the same. This will help create a more personal connection and make the call feel less like a sales pitch.

Next, ask open-ended questions to encourage the potential client to share more about their business and goals. This will not only help you gather more information, but also show that you are genuinely interested in their success.

Finally, actively listen to their responses and take notes. This will show that you are paying attention and value their input. It will also help you remember important details for future conversations.

Step 3: Understand Their Needs and Pain Points

The main purpose of a discovery call is to understand the potential client’s needs and pain points. This will help you determine if your product or service is a good fit for their business and how you can help them achieve their goals.

During the call, ask questions that will help you understand their current challenges and what they are looking for in a solution. This will not only help you determine if your product or service is a good fit, but also show that you are genuinely interested in helping them.

Some questions you can ask include:

• What are your current challenges or pain points?
• What are your goals for the next 6-12 months?
• How do you currently address these challenges?
• What are your expectations for a solution?
• What are your budget and timeline for implementing a solution?

Step 4: Present Your Solution

After gathering information about the potential client’s needs and pain points, it’s time to present your solution. This is where you can showcase how your product or service can help them achieve their goals and overcome their challenges.

Start by summarizing the information you gathered during the call. This will show that you were actively listening and have a clear understanding of their needs.

Next, explain how your product or service can address their specific challenges and help them achieve their goals. Use case studies or success stories to demonstrate how your solution has helped other clients in similar situations.

Finally, be transparent about pricing and any other important details. This will help build trust and avoid any surprises down the line.

Step 5: Set Next Steps and Follow Up

The final step in a successful discovery call is setting next steps and following up. This will help keep the conversation going and move the potential client closer to making a decision.

Before ending the call, make sure to agree on the next steps. This can include scheduling a demo, sending a proposal, or setting up a follow-up call. This will help keep the potential client engaged and show that you are committed to helping them find a solution.

After the call, make sure to follow up with a thank-you email and any additional information or resources that were discussed during the call. This will help keep the conversation going and show that you are dedicated to helping them find a solution.

How Dealintent can help you after a discovery call?

Dealintent is a customer success platform that helps you keep track of your customer relationships and progress. After a successful discovery call, Dealintent can help you track and manage your customer relationships with its automated workflow. It also helps you keep track of progress with its reporting and analytics features, and create tailored follow-up emails to continue the conversation and help nurture the relationship. With Dealintent, you can ensure that you are taking the right steps to close the deal and move the customer to the next stage.

Conclusion

A successful discovery call is crucial for client acquisition and closing deals. By following these five steps, you can ensure that your discovery calls are effective and help you achieve your sales goals.

Successful discovery calls require careful preparation and thoughtful execution. After greeting the client, you should take the time to get to know them and their business, present your solution, and set next steps and follow up. This way, you can build trust, uncover their needs, and provide a solution that can help them achieve their goals.

Remember to research and prepare, establish rapport and build trust, understand their needs and pain points, present your solution, and set next steps and follow up. With these steps in mind, you can have successful discovery calls that lead to new clients and increased revenue.