‘The Ultimate List of Sales Discovery Call Questions’ – HubSpot
Dan Tyre says, “Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks.
But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for how much.
In many cases, the discovery call — the first call after connecting with a prospect — is actually the most important in the sales process. It sets the tone for the entire relationship, both pre- and and post-sale. Either you’ll be able to establish an authoritative relationship or you’ll be stuck playing catch up. I’ve had deals that I thought would be relatively standard, but because I didn’t dive deep in discovery, they ended up being unduly complex.
Most prospects are okay with participating in a discovery call, as long as it’s not an interrogation. Discovery calls are crucial for sales professionals to understand the details of a prospect’s situation“.
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