Do you really know who your prospects are? It all starts with asking the right questions, and this is especially true for discovery calls.
A good sales rep knows that asking the right questions can reveal true motivations, uncover obstacles before they block the deal, determine product fit, and even build awareness of a particular need.
Without the right questions, youâll be stuck wondering about (or worse, guessing at) this important information, and youâll probably waste a lot of time with prospects arenât ready to buy.
Save time in your sales process and focus on the leads that matter most by learning how to ask the right discovery questions.
Today, weâll give you 27 discovery questions you can pick from, including questions to identify needs, determine urgency, and showcase the value of your product.
Landing new business is tough As a B2B sales rep, you likely juggle dozens of potential deals at any one time Each one requires research, outreach, and tireless follow-up.
Among all the sales activities needed to move deals forward, few are more important than the initial discovery call. This first conversation represents your big chance to learn about prospects’ needs and build rapport.
To help you make the most of every discovery call, we’ve identified the seven objectives you need to hit Check them off, and you’ll be well on your way to winning new logos.
1. Build Rapport
No one wants to buy from someone they don’t like. That’s why building rapport should be goal number one of every discovery call.
Rapport comes down to demonstrating you’re likable, informed, and interested in learning about the prospect as an individual. Some easy ways to build rapport include:
- Asking about their career path and interests
- Discussing mutual points of connection like hobbies, alma maters, or hometowns
- Making small talk about recent news or events
Building rapport makes prospects feel comfortable opening up about pains and goals. It also makes them more receptive when it comes time to talk business.
2. Identify Needs and Challenges
B2B buyers aren’t all looking to solve the same problems. Their needs depend on factors like company size, industry, and individual role.
That’s why call objective number two is digging into the prospect’s unique needs and challenges. As you ask questions, listen closely for hints of pain points related to:
- Day-to-day workflows
- Tech stack limitations
- Lagging business metrics
Uncovering pains gives you the chance to explain how your product can help. It also informs what materials to send for follow-up.
3. Establish Technical Compatibility
Nothing kills a deal faster than finding out your solution doesn’t integrate with the prospect’s tech stack.
Be sure to ask questions to establish whether your product will work for the prospect from a technical standpoint. Key areas to explore include:
- Core software platforms and systems
- Tech implementation and rollout processes
- Whether certain users rely on specific devices or browsers
Identifying potential snags early allows you to explore workarounds, or simply move on from deals unlikely to materialize.
4. Define the Buying Process
Enterprise deals can live or die based on navigating the buyer’s purchasing process correctly. That’s why process mapping is a must.
During your call, pin down logistics like:
- The decision-making team members
- Executive sponsors needed to push approval
- Steps for onboarding new vendors
Understanding process gives you the blueprint for keeping deals moving forward. It also shows the buyer you’re willing to work within their systems.
5. Gauge Buying Urgency
A big frustration for sales reps is spending weeks or months nurturing deals that aren’t ready to advance.
That’s why gauging urgency is critical. Look for signals like:
- Dissatisfaction with an existing vendor
- Immediate pain points impacting workflows
- Pressing deadlines to use budget
For less urgent prospects, you can circle back when timing is better. With hot leads, you can strike while the iron is hot.
6. Identify Competitors
Even if prospects don’t volunteer it, chances are you have competition. Use discovery calls to uncover potential competitor presence.
Ask questions like:
- Are you considering any other vendors?
- How does our solution compare to others you’ve looked at?
- What’s your experience been with [competitor name]?
Knowing the competitive landscape helps you tailor messaging and materials to position yourself as the superior option.
7. Plan Actionable Next Steps
The goal of every discovery call should be pushing the deal toward a close. That means finishing with clear next steps.
Toward the end of the call, lock down specifics like:
- Scheduling follow-up conversations
- Sending product demos or trial access
- Introducing the prospect to key teammates
Prospects need to walk away knowing what happens next. Be sure to get commitments from them before getting off the phone.
Turn Insights into Closed Deals
Discovery calls represent a goldmine of intel to help you guide prospects from lead to customer. Make the most of these conversations by keeping our seven objectives top of mind.
Work through this checklist, and you’ll advance deals faster and boost win rates. Most importantly, you’ll gain insights to refine your broader sales strategy over time.
To take your discovery skills to the next level, try sitting in on calls with senior reps at your company. Their examples can help you master question framing and conversational pacing.
With practice, you’ll be winning new business in no time. The key is never losing sight of what discovery calls are meant to achieve.
When would you expect to see those kinds of results?
Sales type: Inbound or outbound
What it tells you: Timeline.
What Are Discovery Call Questions?
Normally, these are the kinds of questions sales professionals ask in the qualifying stage of the sales process. Donât think of discovery as a single eventâthe best way to use discovery questions is to intersperse them into early conversations with your prospect before you move forward to presentations or product demos.
What Questions To Ask Prospects During The Sales Discovery Process
What makes a good discovery call?
A good discovery call is the key to proposing a product or service that meets the buyer’s needs, emphasizes urgency, and minimizes or eliminates any of their objections. Another name for a discovery call can include a sales discovery call, discovery sales call, or sales discovery.
What is a discovery call template for B2B sales?
A discovery call template ensures all the necessary steps to secure new selling opportunities. There are several stages to developing a discovery call template for B2B sales, including how to prepare for, conduct, and record the results of B2B discovery calls. The stages and a few tips on how to introduce them are as follows:
What is a sales Discovery call?
Discovery calls are important to leverage a better understanding of the prospect, their business, pain points, and needs. This call helps shape all future conversations and sets the tone for your relationship. The purpose of a sales discovery call is to determine whether your solution and the prospect are a good fit for one another.
Why are discovery calls important to sales success?
Discovery calls are crucial to sales success. Here are some of the many reasons why. Better understand customer needs: Discovery calls give you the ability to fully dissect the prospect’s pain points and business needs so that you can uncover where your product can come into play.
