The Key Questions for Every Discovery Call

Congrats! You’re done with the prospecting phase and were able to catch some prospects. Now it’s time to get to know your potential customer in detail - discover their needs, pain points and goals. This is the perfect time for a discovery call. Here is the ultimate selection of questions for your calls.

Set the stage

This part is about introducing yourself as well as taking the chance to learn more about who you are selling to.

  1. Thanks for taking the time to chat with me today.
  2. I want to use this call to learn more about your company and goals. Besides, you should have the chance to learn more about me and my company. So feel free to ask questions whenever you like.
  3. If at any point you realize this is not a good fit, will you please let me know?

Get general information

This is your chance to figure out who you are selling to and get a feel for who the person is that you are in communication with. This will be a key factor later on in the decision making process.

  1. Tell me a bit more about your company
  2. Tell me about your role in the company.

Understand the problem

This is a valuable step because it helps you to formulate your selling angle- how your product help to solve your prospects specific problem.

  1. What problem are you trying to solve?
  2. What led to you want to make a change now?
  3. What is the source of that problem?
  4. Can you tell me about your current process?
  5. What would a successful outcome look like to you?

Get to know the decision-making process

Are you talking to the right person, or do you need to involve more people in the decision-making process?

  1. Which components matter most when choosing a tool?
  2. Who is involved in the decision-making process?
  3. What are your timeline goals for making the decision?

Find out about the Budget

This is important for both you and your prospect to make sure to rule out any later objections about price. Staying on the same page will make everything smoother in the long run.

  1. Have you already allocated a budget?

Check out the competition

Make sure to differentiate your product from competitors. Let your prospect know that your product is the perfect solution to their problem, and that it doesn’t even compare to that of a competitor.

  1. What other solution providers are you looking into at the moment?

Define the next step

Always get confirmation on the next step. Keep the process running so that you get a chance to explain the entirety of your product.

  1. What’s the best time to follow up with you on what we discussed – later this week or early next week?

Sign up now with Ciara for free to always be prepared for what comes your way in a discovery call!

Published 4 months ago.

2 minute read.

Kourtney Kirton

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