1. Plan the call
Before making the call, make sure you have a plan in place. This will help ensure that the call goes smoothly and that all pertinent topics are discussed.
2. Qualify your buyer
It is important to qualify the buyer before beginning the call. This will help determine if they are a qualified prospect and whether or not they are a good fit for your product or service.
3. Diagnose the prospect's needs
During the call, it is important to diagnose the prospect's needs. This will help you understand what they are looking for and what solutions may be best for them.
4. Use the SPIN model
The SPIN model can be helpful in determining which questions to ask during a discovery call. It stands for Situation, Problem, Implication, and Need-Payoff and helps you understand the prospect's situation and what problems they are experiencing.
5. Prepare a list of questions in advance
Having a list of questions in advance can help ensure that no detail is left unresolved during the call. It can also help keep the conversation flowing smoothly.
6. Set the call duration
Discovery calls typically last around 30 minutes to an hour. However, you may want to set a shorter or longer duration depending on your specific needs.
7. Follow a call script
A call script can help ensure that all pertinent topics are covered during the call. It can also help keep the conversation flowing smoothly and prevent any misunderstandings.
8. Use tools to streamline the call workflow
There are various tools available that can help streamline the discovery call process. By using these tools, you can make sure that all aspects of the call are handled efficiently and effectively.