Back to Basics Series Part 6 - How I Conduct Effective Discovery Calls | Donald Kelly - 1852

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Dec 6, 2024

Discover the secrets to conducting effective discovery calls! Learn how to focus on your prospect's needs instead of just your sales goals. Master the art of building rapport and setting a clear agenda to enhance client engagement. Understanding pain points is crucial; listen actively to uncover what really matters to your prospects. Plus, find out how tools like LinkedIn's Navigator can aid in lead generation and the importance of follow-up meetings for maintaining relationships. Transform your sales approach with these expert insights!

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ADVICE

Focus on the Prospect

Focus on helping prospects discover if your product is a good fit for them.
Prioritize their needs over your sales quota.

ADVICE

Confirm and Involve

Confirm the appointment the day before the discovery call.
Ensure the right individuals will attend by asking the prospect to invite team members early.

ADVICE

Set the Stage

Start the call by building rapport and providing a clear agenda.
Outline what will be discussed and agree on determining next steps within the allocated time.

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Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience.

This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.

The Purpose of Discovery Calls

Discovery calls are meant to determine if you and the prospect are a good fit for each other.
Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?

Steps to a Successful Discovery Call

Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.
Build Rapport: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship.
Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what’s going on with them and explore how you can provide a solution to their problem.

Pay Attention to Pain Points

When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs.
One of my future guests shared an active listening technique to help improve this skill.
Also, pay attention to what the prospect isn’t saying, as this can help you uncover problems they may not even realize they have.

“To help the prospect, you must focus on them. This is how you know that you can provide a solution for them.” - Donald Kelly.

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

The Sales Evangelizers Facebook Group

Sales Mastermind Group

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey . We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com