Are you about to have a discovery call with a potential client? Make sure you ask the right questions - and avoid the wrong ones!
So today we’ll talk about the 7 must-ask questions in a discovery call and how to properly do them… and examples of what NOT to do!
Content chapters:
00:00 What is a discovery call
03:00 The goal of a discovery call
04:20 Fundamentals of a good discovery call
06:45 How to ask about their company
09:45 How to ask what your prospect wants
11:55 How to ask your prospect’s goals
14:29 How to ask company problems
17:10 How to ask your prospect’s alternatives
20:00 How to find out who are the decision-makers
22:25 How to find out your prospect’s utmost priority
25:00 What to keep in mind when asking questions
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What is a discovery call (and what it is not)
A discovery call is not just about trying hard to make a sale and seal a deal. In today’s modern world, people would favor a respectful conversation. This is your opportunity to uncover information about your prospect that isn’t readily available online. Don’t blow it up by asking questions that can be found online!
As we go along the questions, keep in mind that you have to put yourself in the driver's seat and know how to take the conversation. A good discovery call is a 30-40 minute meeting where you: find out what’s important to the prospect, know when to ask the right questions, and don’t force to pitch your product (because your prospect would be asking more information about it instead.)
The three fundamentals of a good discovery question
It is an open-ended question. Don’t ask a yes or no question and not know where to pivot from there when you don’t get the answer you’d like.
It is an education-based question. This is telling your prospect that you have done your homework before the appointment and executed the pre-call plan
It is a strategic question. One question leads to the next. Take your prospect on a journey where they would feel comfortable saying yes to your service at the end of your presentation
In addition, a good discovery question is not boring. Asking boring questions makes you lose credibility. Take this as your opportunity to stand out and shine bright!
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Anthony Garcia is an International best-selling author, and expert in sales training, recruiting, and motivating business leaders to peak performance. With nearly two decades of sales and sales leadership experience, Anthony has achieved top accolades in direct sales, B2B sales, and medical sales. His International Best-Selling Book Catapulting Commissions was recognized by Selling Power Magazine as one of the best sales books to read. His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS.
Anthony is the host of the Catapulting Commissions Sales Talk podcast where he discusses the complacency that robs people of their full potential and interviews some of the world’s top sales performers and entrepreneurs. Anthony is a highly sought-after speaker who is passionate about unlocking the high performer lying dormant in every sales professional.
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