As a sales professional, starting a conversation with a potential customer can be daunting. But, there are specific questions that can help you establish a connection, understand their needs, and create an opportunity to close a deal.
To help you streamline the process of sales discovery calls, here are the five questions you should ask on every sales discovery call.
- What are your goals?
This is the most important question to ask on a sales discovery call. Knowing what the prospect wants to accomplish will help you understand their needs and what they are looking for in a product or service. Understanding the prospect’s goals will guide the rest of the conversation and let you know if you can offer a solution that meets their needs.
- What challenges or obstacles are you facing?
Once you know the prospect’s goals, asking about their challenges will help you understand their pain points. This information will assist in building a solution tailored to their specific needs. This question will help you understand their pain points and provide you with an opportunity to highlight how your product or service solves the problem.
- What is your budget?
While it probably seems obvious, you need to understand the prospect’s budget to determine whether they can afford your product or service. If it turns out their budget is too restrictive, you don’t need to continue the conversation as it is not worthwhile for either party.
- What is your decision-making process, and who is involved?
It is vital to understand the decision-making process and who is involved so that you can prepare a pitch that speaks to everyone’s needs. If there are multiple people involved in the decision-making process, it is important to know who has the final say to ensure that you can address any concerns they have.
- What is the timeline for implementation?
Finally, understanding the timeline for implementation is crucial in determining whether you can deliver on time or not. Also, it is good to know the expectations of the prospect in terms of timing to make plans and organize resources as required.
Conclusion
In conclusion, sales discovery calls can be challenging, but asking these five questions will help you establish a connection, understand your potential customer’s needs, and create an opportunity to close a deal. So, take the time to prepare and research your prospects before the call and remember, the more you know, the better you can address their concerns and provide solutions that meet their needs.
Related Posts:
Get Started with a free 15 -day trial
No credit card required for Trial Plan
Continue using starter plan for free forever, after trial or upgrade to Premium Subscription
