To reach the final destination of the sales process, which is converting a prospect into a customer, the first important step is to ace the sales discovery call with the right questions. An initial conversation between sales and a prospect is a sales discovery call. The purpose of the conversation is to find out more about the customer’s requirements, problems, and objectives so that the sales team can tailor their pitch and present a solution that addresses those requirements.

In order to learn more about the customer’s requirements, the sales representative asks a series of open-ended questions during the conversation. By probing the customer’s interests and needs, the sales reps can better grasp the customer’s needs and priorities and position their products and solutions in a way that appeals to solve their problem and thus benefits them.

In the end, the purpose of a sales discovery call is to build a relationship with the customer, demonstrate expertise and trustworthiness, and determine if there is a potential fit. And in that case, sales reps can then give a more detailed presentation and demo of the solution or product.

P.S. Every salesperson must be acquainted with the BANT, which stands for Budget, Authority, Need, and Timeline. These are the building blocks for a sales discovery call.

Top 10 questions a salesperson should ask during a sales discovery call:

• Could you please help me understand your ongoing process?
  
  Understanding the process of the prospect is a key aspect of the sales discovery call. It will determine if your solution fits what they are looking to solve.
  
  

• What are the things you would like to improve in your current process?
  
  Discovering the prospect’s pain points will enable you to pitch a solution that can solve their issues and will be a win-win situation for both parties.
  
  

• Do you have anything in particular that you are looking for to solve your problem?

You can note down any specific requirements or challenges they may have and adapt your demo to address and solve those needs.

• How is the rest of your team facing these challenges?
  
  It can help you determine whether the purchase is dependent on a team or an individual.
  
  
• Who has a direct say in the decision-making process?
  
  This will help you understand if you are talking to the right point of contact or not and will save you time by directing your attention to the decision-maker.
  
  
• What is the timeline for making a decision?
  
  Timeline plays a vital role in the sales process, and identifying it at the beginning of the process gives clarity on when it’s going to happen.
  
  
• What sort of outcomes do you anticipate from a new solution?
  
  The prospect’s key metrics and whether their expectations are realistic.
  
  
• Are there any other solutions you’re looking at? Have you shortlisted any?
  
  This can reveal the competitors as well as what has drawn prospects to them. It can help us understand the merits and demerits we have over our competitors.
  
  
• Is this on your top priority list?
  
  This will help you understand if it’s an urgent matter for the prospect, and it can also give you a sense of whether the buy is going to be now or later.
  
  
• Does this project have a set budget? Can it be altered to fit the proposed solution?
  
  Knowing the budget from the very beginning helps you decide whether to move forward with it or drop it.

These are a few crucial questions to ask during a sales discovery call that might help you get closer to your desired level of sales revenue. Although these are not the only questions that you need to ask, they might change as the conversation progresses. You can always tweak the sales discovery call questions and go with the flow of the conversation so that it doesn’t sound scripted.