Book a 15-minute discovery call (2024)

FAQs

What is a 15 minute discovery call? ›

A discovery call lasts anywhere between 15 minutes to 60 minutes and it simply allows two people to get to know each other so that they can make an informed decision about working together.

Where many salespeople fail is listening to the response of their question. If you're too focused on what you're going to ask next, you aren't having a conversation, you're running through a checklist. Customer's don't care about features! They care about figuring out if you can actually help.

A discovery call can be any amount of time, but generally somewhere between 10 to 30 minutes. You should have enough time in the call to explain what you do in more detail, ask the necessary questions, and for the buyer to ask questions of their own.

Here are some tips to ensure a smooth and productive discovery call: Listen attentively to the prospect's responses. Show genuine interest in their challenges and goals. Use open-ended questions to encourage the prospect to share more about their needs and pain points.

In the sales discovery process, you will research your prospect, connect by phone, ask them key qualifying questions, answer any questions they have, solve their challenges, and hopefully move them along the sales pipeline.

Don't ask binary questions (They are self-defeating)

So questions like “Are you happy with your current solution” or “Does your team have problems working remotely?” are dangerous. Not because the prospect will hate it, but because it doesn't really give you anything to go on.

If the other person did not respond or didn't provide complete responses, try to work it out with them directly first. If that does not work, you can request a court order that requires them to respond or respond with more information.

Don't ask multiple questions at once

Asking too many questions confuses your prospect and you won't get all the answers you need to position a potential solution and have a successful call. Take them one at a time to keep your prospect focused.

Tips for Closing Effectively

Show appreciation: Thank the prospect for their time and for sharing valuable information with you during the call. Closing discovery calls effectively and setting clear next steps is crucial for maintaining momentum in the sales process and driving success as an SDR or BDR.

The goal of the follow-up email is to keep the prospect engaged, address any objections or concerns, and move them closer to a decision. Following a discovery call, crafting a concise and impactful follow-up email is crucial in IT sales.

Should you demo in discovery call? ›

Your demo is only as good as your discovery. It's not a one-size-fits-all solution, so tailor it as the best solution to the buyer's pain points. Get your product demo into the buyer's hands faster. Limit the number of discovery calls and give the demo when the client wants it.

Discovery Calls vs Cold Calls

Cold calls are sales-related calls with prospects who haven't interacted with your B2B company in the past. Discovery calls, on the other hand, are sales-related calls with prospects who've expressed some form of interest in a product or service.

The ultimate goals of the discovery process are asking qualifying questions, identifying potential roadblocks, building trust with the prospect, and solving the prospect's pain points. Often, sales reps implement a product demo to close the deal.

Don't ask too few or too many questions

Similarly, your questions don't have to jump from one problem to another. It's best to limit the number of problems you discuss within the framework of a single call to 3 to 4 issues.

A discovery call is usually the first call between a salesperson and a prospective client. A consultation call, on the other hand, occurs after the prospect has agreed to move forward toward purchase.

A discovery hearing usually takes a day, although it can be longer depending on the number of witnesses we need to question. Our advice is to be yourself and tell the truth.