Sales Discovery Call Best Practices

Sales Discovery Call Questions

• Basic info questions help understand prospect roles, work environment, and internal processes.
• Example basic info questions:
  • Tell me about your company
  • What do you do day-to-day?
  • What does success look like to you and how do you measure performance?
• Qualification questions focus on prospect goals, challenges, and needs.
• Example qualification questions:
  • What are your goals?
  • What problems has your business tried to solve so far?
  • How has your business changed since [trigger event]?
  • Is there a budget available for X?
  • What is your team's process for X?
  • How much of an impact does X have on your business?
  • How satisfied are you with your existing solution?
  • What does your ideal outcome look like?
  • What do you think could be a potential solution? Why?
• Disqualifier questions help identify potential deal blockers. Example:
  • What roadblocks do you face in implementing this solution?
  • What is your timeline for implementing a solution?
  • Do you have the budget for this project? If not, when do you think you'll have the funds?
  • Is this a pain point for everyone on your team? If not, are there any stakeholders that might prevent this deal from moving forward?

Amplifying Pain

• These questions aim to make the prospect feel the "pain" of their current situation.
• Example amplifying pain questions:
  • How satisfied are you with your current solution?
  • What's the biggest challenge you face with X?
  • What happens if you fail to solve X?
  • How much money are you losing to [key problem]?
  • How many opportunities have you lost due to [problem]?
  • How has [problem] impacted your team's morale?

Getting Prospects Thinking About Better Solutions

• After amplifying pain, shift focus back to solutions that can resolve those issues.
• Example questions that encourage positive thinking:
  • How much money would you save if X were no longer a problem?
  • What would it mean for you personally to resolve X?
  • What's the best possible outcome for you and your team?
• These questions lead to next steps in the sales process.

Questions that Lead to Next Steps

• Guide prospects towards taking the next step in the sales journey.
• Example next steps questions:
  • Who else is involved in making this decision?
  • Have you defined criteria for selecting a vendor?
  • What would make this process easier - how can I help?
  • How will this solution make your job easier?
  • Have you purchased similar solutions in the past?
  • If I can help you do X, what would we need to do to make a deal happen?
• Standardizing discovery questions helps streamline the process.

Recording Calls

• Record discovery calls for future reference and sales training.
• Use recordings to identify areas of improvement.
• Use video conferencing to help understand buyer reactions and connect on a personal level.

Explore effective questions to ask during sales discovery calls. This quiz covers basic info, qualification, and disqualifier questions that can help identify prospect needs and challenges. Enhance your sales conversations with targeted inquiries to drive better outcomes.