Discovery Call
Quick definition
An exploratory conversation where you thoroughly investigate a prospect's situation, needs, pain points, and goals.
Detailed explanation
The discovery call is perhaps the most important moment in the B2B sales process. It's your chance to dig deep, uncover the real pain points, and understand whether your solution can actually add value. A good discovery is 80% listening and 20% talking. You ask open questions, allow silences so the prospect can elaborate, and drill down until you understand the underlying issues. The goal is not to pitch, but to gather as much qualification information as possible so you can propose a perfectly tailored solution in your next conversation.
Synonyms
Examples
Sample questions: "Tell me, what are your biggest challenges with lead gen right now?" "If you had a magic wand, what would you change about your sales process?" "What happens if you don't solve this problem?"
An SDR books 30 minutes for discovery, uses a BANT framework, and ends with: "Based on what I'm hearing, I can clearly see how we can help. Next step is a demo where I'll show how we solve [specific pain point]. What do you think?"
When to use this?
Schedule a discovery call as soon as a prospect has shown interest but before you give a demo or send a proposal. Use it to qualify BANT and determine your win strategy.
Match-day approach
Match-day trains your team in consultative selling. We teach you the art of asking powerful questions, active listening, and identifying implicit needs. You receive discovery frameworks with proven question lists per persona, and we practice through roleplay until discovery becomes second nature.
Learn more
Wil je weten hoe je discovery call effectief inzet in jouw organisatie? Neem contact op met Match-day.
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