Jumping on a call with a prospect can be exciting, but let’s face it—it’s easy to get carried away. You might be tempted to pitch your product immediately, but that’s not what a discovery call sales conversation is all about. These calls are your chance to uncover what your prospect truly needs and how you can help.
Here, we’ll break down the dos and don’ts of discovery call sales and explore the do’s and don’ts in sales discovery calls, so you’re set up for success. By mastering these strategies, you’ll improve your sales discovery process and build genuine connections with your prospects.
Do: Let the Conversation Flow
Your call should never feel like a monologue. Give your prospect room to share their thoughts. A good tip? Space out your sales discovery questions to create a natural back-and-forth. This not only keeps the conversation engaging but also helps your prospect feel heard and valued. Learn the things you shouldn’t do during the sales call.
Don’t: Jump to the Demo
As eager as you might be to showcase your solution, resist the urge to pitch too early. The goal of a discovery call isn’t to sell but to gather information. Be consultative. Learn about their pain points, budget, and goals before suggesting next steps. This aligns with the do’s and don’ts in sales discovery calls and ensures you make the most of your time together.
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Do: Incorporate Video (If Possible)
While phone calls are great, video calls take things up a notch. Seeing each other’s faces builds trust and rapport faster. Prospects often feel more engaged when they can put a face to the name. Plus, it’s a subtle way to show your authenticity—a must in the do’s and don’ts in sales discovery calls guide.
Don’t: Make Assumptions
Even if you’ve done your research, don’t assume you know everything about your prospect’s challenges or goals. Use clarifying sales discovery questions like, “Can you confirm if this is still a challenge?” or “Am I understanding your current process correctly?” This helps you avoid missteps and aligns perfectly with the do’s and don’ts in sales discovery calls framework.
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The Essential Dos for a Winning Discovery Call
Do Your Homework
Preparation is non-negotiable. Dig into your prospect’s LinkedIn profile, company website, and any recent news. This background knowledge allows you to ask smarter, tailored sales discovery questions and position yourself as someone who truly understands their world. Following the do’s and don’ts in sales discovery calls means you’re always prepared.
Set a Call Duration
Time is precious. Whether the call is 15 minutes or an hour, set expectations upfront. Prospects will appreciate your respect for their schedule, and it ensures the conversation stays focused and productive. Sticking to the do’s and don’ts in sales discovery calls ensures you manage time effectively.
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Listen—Really Listen
Active listening is your secret weapon. Pay attention not only to what your prospect says but also to how they say it. Asking follow-up questions based on their responses deepens the conversation and builds trust. This is a cornerstone of an effective sales discovery process.
Plan Your Next Steps
When the call goes well, don’t let the momentum fizzle out. End with a clear agreement on what’s next. Whether it’s scheduling a follow-up or sending over a proposal, make sure you’re aligned before hanging up. This step is integral to the do’s and don’ts in sales discovery calls.
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Avoid These Discovery Call Mistakes
Talking Too Much
You’re there to learn, not lecture. Balance your input by focusing on asking thoughtful sales discovery questions and actively listening to your prospect’s answers. Avoiding this mistake is highlighted in the do’s and don’ts in sales discovery calls.
Using Generic Questions
Skip the cookie-cutter approach. Tailor your questions to the prospect’s specific industry, challenges, and goals. Personalized queries show you’ve done your homework and follow the do’s and don’ts in sales discovery calls.
Being Pushy
A discovery call is about exploring fit, not closing deals. Keep the tone conversational and low-pressure. This aligns with the do’s and don’ts in sales discovery calls by fostering trust and open communication.
Related: Sell More by Selling Less
Overpromising
It might be tempting to paint your solution as the ultimate fix, but honesty is key. Setting realistic expectations during your discovery call sales conversation builds credibility and adheres to the do’s and don’ts in sales discovery calls.
Key Takeaway: It’s All About the Customer
The art of discovery call in sales lies in putting your prospect first. By following these dos and don’ts, you’ll navigate the sales discovery process with confidence and clarity. Remember, the better you understand your prospect, the more effective your solution will be. Mastering the do’s and don’ts in sales discovery calls ensures you’re always one step ahead.
