Key Takeaways
- Focus on the prospect’s needs: By asking questions about their metrics, goals, and challenges, you demonstrate interest in their situation and position yourself as a problem solver rather than a product pusher.
- Gauge prospect familiarity strategically: Wait until later in the call to inquire about product familiarity, using a scale of 1-10 to gather insights into their buyer’s journey stage and tailor your presentation accordingly.
- Encourage interruptions and respect the prospect’s time: Provide opportunities for the prospect to interrupt if you cover familiar ground, showing respect for their time and avoiding unnecessary repetition.
Imagine a first date where your date spends the entire evening talking about themselves. Not so charming, right? The same goes for sales discovery calls. Starting with the dreaded “What do you know about our products?” is like asking your date to sell themselves to you. It’s annoying, damages your credibility, and puts the focus on the wrong person—the salesperson.
Asking the Right Questions
Instead, open with questions that gather information about the prospect’s situation. Ask about their metrics, goals, and challenges. This shows you’re interested in their needs and positions you as a problem solver, not a product pusher.
Gauging Prospect Familiarity
Don’t ask about product familiarity at the start of the call. It’s self-centered and makes the prospect feel like they’re being tested. Instead, wait until later and ask, “On a scale of 1-10, how familiar are you with our company?” This gives you valuable insights into their buyer’s journey stage and helps you tailor your presentation.
Additional Tips
Encourage prospects to interrupt if you cover familiar ground. Preface presentations by saying, “Feel free to stop me if I cover anything you’re already familiar with.” This shows you’re respectful of their time and avoids unnecessary repetition.
Supporting Evidence
Studies show that asking prospect-focused questions improves sales outcomes by up to 20%. It builds credibility, addresses the prospect’s concerns, and helps you identify their pain points. By avoiding self-centered questions and providing opportunities for interruption, you maintain a positive and productive discovery call.
Bonus: Remember, sales is a two-way street. The best discovery calls are collaborative, with both parties actively engaged. So, ask open-ended questions, listen attentively, and be prepared to adjust your approach based on the prospect’s responses. And don’t forget to have a little fun along the way—after all, you’re on a date!
Conclusion: Opening questions in sales discovery are crucial for setting the tone and building rapport. By focusing on the prospect’s needs, gauging their familiarity, and providing opportunities for interruption, you can create a positive and productive conversation that increases your chances of closing the deal.
Frequently Asked Questions:
What if the prospect doesn’t know much about our products?
That’s okay! It’s your job to educate them. Focus on their challenges and how your product can solve them.
How can I avoid interrupting the prospect?
Be mindful of your body language and tone. Maintain eye contact, nod your head, and ask clarifying questions to show you’re engaged.
What if the prospect is evasive or uninterested?
Respect their boundaries. Thank them for their time and offer to follow up later. Remember, not every prospect is a good fit.
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