Sales Tactics: Getting the Most Out of Discovery Calls

May 23, 2024 | Blog, Sales and Marketing

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In sales, a contract may be made or broken by the ability to pose perceptive and powerful questions during discovery calls. The skill with which the best Account Executives (AEs) probe potential clients to find important information also helps them establish rapport and confidence. Here are some pointers and particularly insightful inquiries from top performers to assist you improve your discovery game if you’re trying to hone your strategy.

Do Not Ask
Let me address a few typical mistakes before getting into the questions you should ask:

Is there anything more I should know?
Does that seem reasonable?

These are nebulous, frequently useless queries. They neither promote thorough answers nor offer insightful information on the requirements or difficulties of the prospect. Rather, they usually produce straightforward yes or no responses that don’t much further the discussion.

What to Ask on the Discovery Call
Good discovery inquiries are made to find out the priorities, difficulties, and decision-making procedures of the possibility. Here are some potent illustrations:

“How did you find out about us?”

This question clarifies the first interest or problem that made the prospect think about your solution.

“I chat with most SaaS Directors who are concentrated on a few things [insert priorities]. Is something else more significant or is that the case for you?”

“Is [enter challenge] affecting anyone else on your team?”

Finding additional interested parties early on guarantees that you are aware of the wider effects and can adjust your strategy appropriately.

“You must be talking to several vendors to find a solution. What would you describe as your selection process for a solution?”

This question clarifies the competitive environment and the elements that the prospect values most while making their choice.
“You said X presented a challenge. Could you maybe explain?”

Deeper exploration of certain issues enables you to show empathy and present your solution as a customized answer to their demands.
“Could you clearly explain your X procedure to me? What transpires when X is needed?”

Knowing the prospect’s current procedures makes it easier to pinpoint problems and places where your solution can be useful.

The Presentation: Questions to Ponder
Knowing the prospect’s team dynamics and their responses during a demo are critical. This list of questions might help you:

“What was going through your head as I was demonstrating that?”

Inquiring about their initial thoughts and feelings, this question allows the prospect to offer insightful criticism.
“Who else on your staff would gain from [insert benefit]?”

Finding other beneficiaries facilitates the mapping out of your solution’s wider effects.
“On a scale of one to ten, how would you grade that feature for solving X?”

Discover likely hood early on, get them thinking that we are already working together as partners:

“On a project like this, what actions would need to be done on your end to confidently say yes or no?”

You can more successfully traverse the sales cycle when you understand the decision-making process.
“How and by whom would each of those steps be carried out?”

Knowing who is engaged at each phase guarantees that you can attend to the demands and worries of all important parties.
“What would cause each of those folks to say yes or no to a project such as this?”

Top AE questions usually center on:

Goals of the prospect
Problems they face
Finding out who else the fix would help
Concentrating on these areas can help you to find more information, develop closer bonds, and eventually close more business.

Feel free to use the strategy questions in your own discovery calls to build a better relationship with your potential new clients.


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