According to OpenView, the average Sales Development Rep makes 52 calls daily. In that type of Lead Generation, Sales Development, or Business Development position, your main responsibility is to find qualified potential customers and pass them onto Account Executives. Therefore, the first “sales discovery call” you have with someone from a B2B company should determine if your product or service is an appropriate solution for that particular company.
Running a sales discovery call can be difficult to master, but doing so can lead to new business and more revenue for your organization. Use this guide to run a top-notch qualifying call with a new prospective client (no matter what industry you’re in).
What is a sales discovery call?
A discovery call (also known as a “qualifying call”) is the first phone call after connecting with a prospective client. You want to come out of your sales discovery call understanding if the product you’re selling is going to be the right solution for that particular organization.
Keep your initial introduction casual
Build rapport with the client before talking business. It’s important to make them feel that their time is being valued. Simple ways to do this are by asking: “How was your weekend?” “How is your day going so far?” “Thanks for taking the time to speak with me today.”
You should also set expectations for the call with an agenda. Give them a clear outline for what you’ll discuss: “Here is how I’d like to run this call.”
Leverage the “BANT” Method
Software giant IBM introduced the BANT method in the 1960s to help salespeople determine who is or is not an ideal customer. While technology has evolved since then and today’s buyers are more informed than ever before, the BANT method is an easy tool for remembering key information you need to learn from a discovery call:
- Budget – Do they have a budget in place for this type of product or service?
- Authority – Does the person you’re speaking with have the authority to make this purchase? Who are the other decision makers who should be looped into the conversation?
- Need – Does this company have a need for this type of product or service? What pain points do they face relevant to your company?
- Timeline – Are they ready to buy now (if they have a need) or down the road?
Closing the Call
Setting up next steps with the potential customer is one of the most important components of a sales discovery call. If they meet all of the BANT benchmarks, then be sure to ask the following questions:
- Offer to set up a “demo” or a free product demonstration for the company to see it in action
- Ask again, “Are there any other decision makers I should include on my follow up email with you?”
Extra Tips for Success
- Always research the company before your sales discovery call.
- Listen more to the potential customer than talk to them. Ask open-ended questions to get them talking about their day-to-day needs and challenges.
- Be proactive (even aggressive) about scheduling next steps (this is sales after all!)
Want to learn more about being a rockstar sales representative? Follow Betts Recruiting on Snapchat to see what our recruiters have to say about best practices for B2B sales and exciting job opportunities across the country.