5 Simple Steps For an Exceptional Sales Discovery Call

Discovery calls aren’t always easy.

In fact, they can be awkward, tedious, and sometimes downright disastrous.

But the calls play a major role in the success of a sales rep and the health of their pipeline. And if the discovery call goes well, reps can identify highly合格的前景to pursue and become that much closer to hitting quota.

但是，这就提出了一个问题：当今世界中，一个伟大的发现呼唤是什么样的？以下是销售代表可以在确定他们在电话上的五件事，这是一个良好的前景。

1) Validate research.

销售代表必须尽力深入研究潜在客户的业务，以确定痛点，决策者以及产品如何刺激增长。During the discovery call, reps shouldask questionsto validate the research they’ve done and get a better understanding of the organization. With validated research, the rep can build on what they already know to tailor their message from the start and dive deeper into the buyer’s business.

2) Identify goals.

How does the rep’s product fit into where the company wants to be going forward?By delving into goals, reps can highlight the specific benefits of their product that will help this prospect immediately. Alternatively, if the prospect’s goals are totally different from the product or service’s benefits, the salesperson can disqualify with confidence.

3) Clarify pain points.

除了谈论目标外，代表还应使用发现呼吁来阐明潜在客户的痛苦点，并解释他们的产品如何将潜在客户的斗争变成优势。有了清楚地了解公司的挣扎，代表可以磨练他们如何试图克服这些挫折，以及bob全站app似乎有效的事情（或不起作用）。

4)新城东区ide a tactical suggestion.

Armed with goals and pain points, the sales rep can now begin providing tactical suggestions and showcasing how their product can play a major role in the prospect reaching their goals. A tactical suggestion also builds credibility with the prospect and shows the value of working with the rep every day.

5) Offer next steps.

At the end of the call, reps should provide the prospect with clear next steps so they can determine which route they would like to take. Instead of hanging up the phone and simply hoping to hear back from the prospect, reps should begin building out their schedule for whatever next step the prospect chooses on the call itself. For example, if the prospect would like to see a demo of the product, the rep should open their calendar and nail down a time then and there.

The discovery call plays a major role in the success of a sales rep, and should receive just as much focus as a closing call. The five components listed above can help ensure a很棒的发现电话每次。