A discovery (disco) call is an initial conversation between a sales representative and a potential customer (prospect) aimed at understanding the prospect’s needs, challenges, and goals to determine if the company’s product or service is a good fit.
What is the primary objective of a discovery call?
The primary objective of a discovery call is to gather information about the prospect and build rapport, rather than to make a direct sales pitch.
What are some questions to ask during a discovery call?
During a discovery call, sales representatives typically ask open-ended questions to encourage the prospect to share valuable information about their situation, pain points, and desired outcomes.
Some common topics covered in a discovery call can include:
- The prospect’s role and responsibilities within their organization
- The company’s current challenges or problems that need to be addressed
- The goals or desired outcomes the prospect hopes to achieve with a potential solution
- The decision-making process and timeline for implementing a new product or service
- Any budget constraints or limitations
By conducting a thorough discovery call, sales representatives can better understand if the prospect is a good fit for their offering, tailor their sales approach to address the prospect’s specific needs, and ultimately increase the likelihood of a successful sales outcome.
Discovery calls are a critical step in the sales process, as they lay the foundation for a strong relationship between the sales representative and the prospect.