Mastering the Discovery Call: Uncovering Buyer Motivation Early

ACTIONABLE TAKEAWAYS:

• Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities.
• Reserve Time for Next Steps: Set aside five minutes at the end to confirm logistics or plan a follow-up. If you need more time to dive into key topics, suggest scheduling another call.
• Demo Based on Pain Points: Order your demo around the most pressing pain points the prospect mentioned. Address their biggest challenges first to maintain their engagement and show value quickly.
• Recommend, Don’t Upsell: Avoid pushing the premium package. Focus on the solution that best meets their needs to prevent overwhelming them and risking the deal.

GARRETT'S PATH TO PRESIDENTS CLUB:

• Senior Account Executive @ Pipedrive
• Account Executive @ Pipedrive
• Junior Account Executive @ Pipedrive
• Lead Development Rep @ Pipedrive

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal