The 5 Questions You Need to Ask to Create a Fruitful Discovery Call
First impressions are everything in sales. Your prospects have very little free time to spare for discovery calls, so you need to make yours count. Will your discovery call lay the groundwork for a fruitful business relationship? Here are HubSpot writer Dan Tyre’s tips on which questions to ask during these calls to increase your chances of success.
“Tell me about your role. What do you do day-to-day?”
What better way to get to know a person than to ask outright what their responsibilities are? Get them to break down their entire day or workweek. Then you’ll get a clearer idea of which of your products or services they’d potentially be interested in to help them out with their responsibilities
“Are you having problems in [area as relates to the product]?”
Once you think of a product or service that could be useful to the potential client, lead the conversation in the direction of the problem it could solve. If you can get the client to admit that they need help in an area you can help with, the call will seem less like a pitch and more like a problem-solving session.
“Why hasn’t it been addressed before?”
It’s unlikely that you’re the first salesperson to come offering a solution product or service. With this question, you can find out where your competition fell short without sounding cocky. Was it an issue of price? Did they not get along with the previous salesperson? What caused previous hesitation? This knowledge will help you build a solid sales pitch.
“If you didn’t choose a product, do you have a plan in place to address this problem?”
This could serve as a casual reminder to the client that solving a problem on their own could be more difficult and time-consuming.
“How can I help make this easy?”
This is where you show your humanity. The call is no longer just about the potential client’s problems or the sale. This question now shows that you want to work as a team with the client to make their life easier. It’s a call to action. “How can we get the ball rolling to make your job easier through this business partnership?”
Discovery calls are all about getting to know the potential client and their needs. Therefore, the questions asked are crucial. Don’t go into these calls with a pitch. Let your client do most of the talking, but lead them in the direction of the sale with targeted questions.