A discovery call is like a bridge between the initial contact and the formal sales process. It’s not the time to jump straight into a pitch, but many sales reps do this. Prospects can sense it, too, and it can make them less open to hearing what you have to say. Instead of rushing, use your discovery calls to slow down. Ask thoughtful questions to really understand their needs. This is how you can win trust early on.

Effective discovery calls require more than just showing up and asking questions, though. A post on the Vibe blog says that to be successful, you should follow a structured approach that maximizes the value of every conversation while building strong relationships with prospects. What should you be asking on your discovery calls? We highlight some tips from the Vibe post in this issue of PromoPro Daily.

  1. What business goals do you want to achieve right now? This question helps you understand their priorities and objectives. This way, you can position your promo solution as way to achieve those objectives.

  2. What challenges or roadblocks are you facing? This is where you begin to uncover the pain points that your solution might address, the post says. Pay attention to the emotion behind their responses, as this indicates which issues are most pressing.

  3. What happens if you don’t solve these challenges? The prospect’s answer lets you know the true business impact of their challenges and their priority level for solving them.

  4. Who is involved in the decision-making process? According to the Vibe post, it’s crucial to understand the buying committee. This question helps you identify all the stakeholders you’ll need to influence.

  5. What solutions have you tried before? This question provides valuable context about their previous experiences and helps you understand what hasn’t worked for them in the past. The post says it also sheds light on potential objections.

  6. What is your budget for this project or solution? Prospects may not want to share specifics yet, but asking this question helps you understand their parameters and ensures your offerings are within their range.

  7. What concerns do you have about making a change? The post says this question uncovers potential objections early in the process, allowing you to address them proactively. It also shows that you understand change can be challenging and that you’re committed to helping them navigate any concerns.

  8. What would success look like for you? This question helps you understand their vision of the ideal outcome and allows you to position your solution as the path to achieving that vision.

  9. Can we schedule a follow-up to discuss next steps? According to the Vibe post, this closing question ensures you maintain momentum and have a clear path forward. It also gives you an opportunity to propose the next logical step in the sales process.

Make the most of your discovery calls by asking the questions above. These smart, intentional questions provide valuable insight into the prospect’s goals, concerns and what success looks like to them. When you focus on understanding instead of convincing, you can help your prospect feel truly heard.

Compiled by Audrey Sellers
Source: A blog post from Vibe, a whiteboard app for brainstorming, project planning and presentations.