A discovery call is a conversation that the salesperson has for the first time with a prospect who has shown interest in your product. It is an opportunity to see if the customer is relevant for the business and also an opportunity to convert the lead into a customer.
A salesperson must try to get as much information as possible about the prospect through a discovery call as it will help later in the sales process. When a lead is warmed up it is easier to make them hear about your product and also convince them to buy it.
Here are 2 tips to have a successful discovery call:
Learn about the prospect
Do your homework before making the discovery call to your prospect. Now that you know they have shown an interest it is your chance to show why they should be your customer. Learn about their business, their customer base, their website, and even their social media handles.
Set an agenda for the call
The prospect has already initiated the conversation so without wasting much time get to your point and set the agenda of the call. Introduce yourself, your company, and its goals and objectives. Then learn about your prospect from them, and finally share the goals of the discovery call.