Deals are won and lost in discovery.
If you qualified your prospect properly, you should already know they’re a good fit. Now, you need to use the discovery call to dive deep into their pain, processes, and find out who the decision makers are.
And who they’re looking at besides you.
Like we said, no pressure.
It’s a lot to cover in one call, but failure to gather all this vital info could see you lose out to another hungry AE, even if yours is the better product.
Feeling that pressure yet? (If not, what’s your secret, Iceman!?)
We make software for salespeople, so we know how hard it is to extract all the information you need without turning the conversation into an interrogation.
We reached out to real live sales professionals to see how they handle this critical stage. Based on those conversations, we’ve put together a checklist to help you run better discovery and boost your chances of moving prospects forward to the next stage.