How To Run A Discovery Call Or Strategy Session

So many sales reps today underutilize the power of the well-run discovery call. With the right discovery call framework, you can qualify your leads, gather invaluable intel, and position yourself as a trustworthy authority—all in a single phone call. Today I’m showing you how to structure your discovery calls so you can reap all these benefits and more. Trust me, you won’t want to miss this proven 8-step framework. Because it’s going to save you tons of time and make your sales job infinitely easier. The Perfect Discovery Call How many times have you spent hours, days, or even weeks of hard work with a potential buyer, only to find out they were never a fit for your product in the first place? Don’t worry, you aren’t alone. As much as 67% of lost sales are the result of sales reps not properly qualifying their leads. And more than a third of reps just like you say qualifying and prospecting were the biggest challenges of their roles. In fact, I brought up this problem in particular in a recent interview. “If you are sick of being rejected, if you're sick of people ghosting you, if you're sick of people not replying to your messages, improve your qualification at the top of the sales process, and you'll eliminate a lot of that at the far end of it.” Will Barron, SS #019 Qualification matters. When you do it right, you’re saving yourself tons of headaches, hassles, and lost time down the road. And the discovery call is without a doubt the best opportunity to qualify leads. Over the years, I’ve developed an 8-point framework for running strategic discovery calls with my potential clients. And that’s exactly what I’m sharing with you today. Plus, I’m covering very specific questions along the way that you should ask prospects that cover each issue without scaring them off. Ready to go? Let’s get into it. To get the most value out of your discovery call as possible, you’re going to qualify potential leads according to eight issues throughout the meeting. The first issue is… 1) Are They In Pain?  Are they in pain? Is their issue actually a problem? And most importantly, is the buyer in “pain” because of that problem? The buyers you want to work with are feeling the hurt from their problem. And as a result, they’re going to be highly motivated to find the right solution, which is exactly what you want. Questions you can ask that get to the heart of this issue include… “You booked this call with me today, what led to getting this call booked in?” And… “What’s stopping you from solving this issue yourself?” 2) What Is Their Timeline?  Not all problem and solution timelines are going to line up. One of your primary concerns when qualifying prospects is what their timeline is for when they need their problem solved. Are they thinking today? This quarter? Or in the next few years? The right answer for your industry will depend entirely on your unique business and solution. But in general, you should only be working with buyers that are interested in solving the problem sooner rather than later. To determine their timeline, ask a question like… “When do you want to solve this pain?” Straightforward, right? This question doesn’t mince words. And as a result, the answer gives you a clear, no-bullshit timeline that the buyer is hoping to solve their problem. 3) Can I Fix This Problem? Time for an honesty check ladies and gentlemen. There’s no perfect product or service for everyone. And saying otherwise is just playing into the public’s idea of sales reps being con men. Instead, it’s your job to think of yourself as someone who offers value. So don’t waste time with buyers that’ll be dissatisfied with what your product can offer. Two questions in particular to ask yourself, not the buyer, are… “Do I have the solution for this buyer’s problem?