Discovery Call: 6-Step Guide and 15 Questions To Ask

In sales, success hinges on mastering pivotal moments. The discovery call is the turning point where potential transforms into a tangible sales opportunity. 

With competitive price and timely delivery, Puhuasheng sincerely hope to be your supplier and partner.

In this article, we're getting straight to the point, highlighting the central role of the discovery call in the sales process and giving you everything you need to know to successfully navigate one.

We&#;ll unpack the significance of the discovery call, map out the route to success, and equip you with a tactical arsenal of example questions you can use. Let&#;s dive in.

Table of Contents

What is a discovery call? 

A discovery call is a pivotal initial conversation in sales. During it, a representative engages with a potential client to understand their needs and introduce the company's services. The primary goal of this call is to identify high-quality prospects and determine if there is a potential match. If so, the aim is to move them further down the sales pipeline.

During the call, the representative focuses on two main objectives: comprehending the prospect's challenges and goals and allowing the prospect to gain insights into what the company offers. This dual approach helps assess whether the prospect is a good fit for the company's solutions and sets the stage for a successful and mutually beneficial business relationship.

The discovery call is thus a critical step that initiates a give-and-take dynamic, fostering a strong, understanding relationship between the sales representative and the prospect. Through this interaction, the representative can effectively guide potential clients toward a deeper engagement with the company's products or services &#; ultimately increasing the likelihood of successful conversions.

What makes a discovery call so important 

Discovery calls act as the first step in establishing successful client relationships. These calls are not just preliminary chats but are key to understanding client needs and setting the foundation for future interactions.

Here are the key benefits of discovery calls for international businesses:

Identify qualified leads

Discovery calls help businesses identify which leads have the highest potential to become customers. This prioritization ensures that efforts are concentrated on the most promising opportunities.

By understanding which prospects are genuinely interested and have needs that align with the business&#;s offerings, resources can be allocated more efficiently, optimizing the sales process.

Get a better understanding of your customers

Discovery calls provide deep insights into clients&#; specific challenges and objectives. 

Understanding clients' specific requirements through discovery calls leads to more effective engagement, as interactions are based on a solid understanding of their needs and expectations.

Fine-tune your sales strategy

Armed with the insights from discovery calls, you can develop fine-tuned sales strategies to each client's context and needs, making the approach more relevant and impactful.

6 steps to run a successful discovery call 

Here&#;s how you can run a successful discovery call in 6 easy steps.

Step 1: Do your research

Before initiating contact, it's imperative to thoroughly research your point of contact and their business.

Gather comprehensive information about your prospect's industry, company size, and challenges. Utilize tools like LinkedIn, company websites, and industry reports. If you're calling a small e-commerce business, understanding their market positioning and competitors can provide valuable insights.

This step will help you prepare to qualify your leads and prepare for the next steps of the process.

Step 2: Set a clear call agenda

In this step, you prepare to guide the prospect throughout the call.

Start the call with a brief and friendly introduction of yourself and your role. This introduction sets a welcoming tone for the conversation and lets the prospect get to know you better from the start.

It's crucial to articulate the purpose and objectives of the call clearly. This informs the prospect about what to expect and aligns their expectations with the goals of the conversation.

Step 3: Establish a two-way rapport 

Remember, while qualifying the prospect, they also assess you. Building a genuine rapport through a two-way conversation is key to successful discovery calls.

Here are some techniques you can use for building rapport:

• Use open-ended questions: Encourage sharing through questions like "What challenges are you facing?" or "What are your goals for this year?&#;
• Demonstrate empathy and active listening: Show genuine care and understanding. Reflect and acknowledge their concerns, e.g., "It seems like these challenges are quite frustrating for you."
• Utilize positive affirmations: Use affirming statements like "That's a great point" to validate the prospect's thoughts and opinions.

A recent study shows that customers speak during 57% of the conversation in successful discovery calls. Encourage your prospect to talk more by asking the right questions, which helps understand their needs better. We will go into more detail on this topic below.

Step 4: Focus on the prospect&#;s pain points

This stage requires a profound understanding of the challenges the prospect is facing, empathetic engagement, and the ability to align those challenges with your solutions effectively. 

You can achieve this by asking the right questions, focusing on topics such as:

• What specific issues are you currently encountering in your operations or processes?

• Are there any recurring problems that you find particularly challenging to overcome?

• Can you describe any pain points that have been a persistent concern for your team?

Once you've identified the challenges, the next step is to investigate how they affect their daily operations and long-term goals. This involves probing further to understand the implications and consequences of these challenges. 

Some relevant questions might include:

• How do these challenges impact your team's productivity and efficiency?

• How do these challenges affect your ability to meet your strategic objectives?

• Have there been any financial implications or missed opportunities due to these challenges?

By exploring the impact, you gain a comprehensive understanding of the challenges and help the prospect recognize the urgency of finding a solution.

Step 5: Guide the prospect toward the solution

Mastering the art of presenting your solution is critical to the discovery call. This step involves showcasing your product or service in a way that resonates with the prospect's unique needs and challenges.

Here are a few pitching tips to consider:

• Reiterate their challenges and demonstrate how your solution specifically addresses these.
• Remember that top performers discuss product features in only about 9% of their pitch, focusing instead on the value and benefits. 
• Incorporate case studies or testimonials that resonate with the prospect&#;s industry.
• Conclude with a specific next step, guiding the prospect toward a decision.

This personalized approach ensures your solution is presented effectively, addressing the prospect's needs and paving the way for a successful partnership.

Step 6: Don&#;t neglect the after-call review

An often overlooked but crucial step is reviewing the call. This involves analyzing the conversation, what went well, and areas for improvement. Reflect on the questions asked, the responses received, and the overall flow of the conversation.

Use our Discovery Call Scorecard to objectively assess the call's effectiveness.

In the fast-paced sales world, where first impressions matter greatly, mastering discovery calls is non-negotiable. 

These six essential steps, from research to post-call reviews, serve as your roadmap to success. They enable you to build trust, identify pain points, and effectively present solutions, ensuring your prospect's journey from potential client to satisfied customer is as smooth as possible.

The do&#;s and don'ts of discovery calls 

You now know how to run successful discovery calls and their importance. So let&#;s recap with some do&#;s and don&#;ts of discovery calls you should remember.

Do&#;s of discovery calls

A successful discovery call is built on a foundation of effective communication and rapport-building. Here are some tips to ensure a smooth and productive discovery call:

• Listen attentively to the prospect's responses. Show genuine interest in their challenges and goals.
• Use open-ended questions to encourage the prospect to share more about their needs and pain points. These questions often start with words like "how," "what," and "why."
• Show empathy for the prospect's situation. Understand their challenges from their perspective and convey your willingness to help.
• Tailor your approach to each prospect. Avoid a one-size-fits-all script and adapt your questions and solutions to their situation.
• Clearly articulate the value your product or service can provide. Highlight how it addresses the prospect's pain points and fulfills their needs.
• Instead of pushing your product, focus on educating the prospect. Help them understand how your solution can solve their problems.

Don&#;ts of discovery calls

To ensure a productive discovery call, avoiding some common pitfalls is important. Here are a few don'ts for discovery calls:

• Avoid dominating the conversation. Let the prospect speak and share their thoughts.
• Refrain from interrupting the prospect when they are speaking. Allow them to complete their thoughts before responding.
• Don't make assumptions about the prospect's needs. Always ask questions to uncover their specific challenges.
• Avoid overwhelming the prospect with too much information about your product or service. Keep it concise and relevant.
• Don't pressure the prospect into deciding the discovery call. Respect their timeline and decision-making process.
• Don't forget to follow up after the call. Send a personalized message or additional information as promised during the conversation.

By adhering to these do&#;s and don&#;ts, you can conduct discovery calls that build trust, uncover valuable insights, and set the stage for successful business relationships.

Are you interested in learning more about Step-in Post? Contact us today to secure an expert consultation!

Discovery call questions to ask every prospect 

Top-performing reps ask 39% more questions during the discovery call.

As you can tell, asking questions is important to the success of discovery calls. Nevertheless, this is not an interrogation process. The questions help you guide the conversation and get the prospect to the ideal conclusion &#; they want to learn more about your solution.

Here are a few questions to ask during the discovery call. Of course, you can adapt the questions below to fit the context and add client or industry-specific questions.

Question Purpose What is your role in the team? What is your role in the team? How does your current process/product meet your needs? Identify satisfaction levels and potential gaps. What goal are you trying to achieve? Align your solution with their strategic objectives. What is preventing you from achieving your goals? Pinpoint specific challenges where your solution could be beneficial.

What problem are you trying to solve?

Directly address immediate needs with your product or service. Have you identified the source of your problem? Gauge their awareness of the issue and readiness for a solution. Have you looked at potential solutions? Understand their research depth and openness to new options. What would a successful outcome look like? Visualize their desired end state, aiding in tailoring your pitch.

What&#;s your timeline for implementing a solution?

Assess urgency and plan your proposal accordingly. How do you measure success in your role? Align your solution with their performance metrics. What&#;s your biggest concern about changing solutions? Address fears or objections they might have. Who else is involved in the decision-making process? Identify key stakeholders and their roles. What&#;s your budget for this solution? Ensure your solution is financially feasible for them. How has your team adapted to past changes or implementations? Gauge their adaptability and readiness for a new solution.

What&#;s the most important factor in choosing a new solution?

Prioritize features or benefits that matter most to them.

What's next? 

The discovery call is a crucial step in your sales process that sets the foundation for a successful and targeted sales approach. In this guide, we outlined the steps you can take to ensure these calls are strategic and successful.

You don&#;t have to do it all manually. Clari Copilot, our sales intelligence software, has your back.

Real-time assistance during discovery calls ensures a balanced dialogue and enables you to confidently tackle objections.

Clari Copilot's conversation intelligence platform goes beyond, allowing you to revisit call transcripts in an AI-driven manner. It consolidates data from CRM and dialer, providing actionable insights in a few clicks.

Ready to elevate your approach to discovery calls? Book a demo with Clari Copilot today and experience how it can redefine success in your sales game. 

Your road to Step 2 is full of challenges: first, you go through clinical rotations and take Shelf exams, and then you start the demanding process of preparing for USMLE Step 2 CK. You&#;ll be advancing in your medical career while growing into the role of a professional. You&#;ll also be wearing at least two hats (or coats!) &#; the white coat of your clinical interactions and ongoing learning, and the student&#;s cap of daily intensive studying. 

How do you approach this exciting but challenging moment? We offer some basic questions you should ask yourself to make your Step 2 preparation process more efficient and optimal for your circumstances. Everyone has a unique pathway to success, and we are here to help you find your best one. 

Still looking for a Step 2 Qbank? Meet the new combined Step 2 & Shelf Exams Qbank with 5,000 practice questions that most closely match what you&#;ll see on your USMLE Step 2 and all of your shelf exams. Get started with 7-day FREE access!

Question 1: Have you had your clerkships already?

If you have completed them, you&#;ve already gained a great deal of knowledge for Step 2 CK. Don&#;t underestimate the value of clinical duties as a learning experience! Step 2 focuses on a patient presentation: you will encounter questions such as which lab or test to order, and questions about diagnosis. Making associations between patients and disease manifestations you see on clinical rotations and the textbook explanations of them will help you put a face and a story to a disease. 

Some of you may not have started your clerkships. Keep in mind that studying during rotations is not easy, and time management becomes essential. There are many small pockets of downtime you can use to study, so that you don&#;t end up studying the whole evening after a long day on rotation. There are also a range of ways you can add study pockets to your rotations, and you should choose the ones that work best for you. 

One suggestion is to have a resource with you at all times to use when you have a free moment. If paper books are difficult to carry, use an eBook. Don&#;t aim to finish the whole chapter in one sitting. You can always go back and revisit the material you&#;re struggling with. If it&#;s too hard to concentrate on reading, go through flashcards and questions. Nowadays, many resources (for example, UWorld, Anki, etc.) provide you with apps so that you can use your anytime and anywhere to study efficiently. 

If you&#;ve aced your Shelf exams, you&#;ll still need dedicated time. The specific topics emphasized during your rotations will likely not perfectly overlap with the wide variety of topics necessary to do well on Step 2 CK. 

This leads us to the second question&#;

Question 2: When are you planning to carve out some dedicated time for Step 2?

Unlike with Step 1, most schools don&#;t give you a dedicated study period for Step 2 CK &#; which means you will be responsible for making this time for yourself. That&#;s when time management becomes as important as ever, and there are several strategies you can use to succeed:

&#; You can take Step 2 during or after a vacation &#; this way, you&#;ll have a significant amount of free time to study. 

&#; Establish a dedicated month to study for Step 2.

&#; Take easier rotations while you&#;re preparing for Step 2.

&#; You can incorporate some Step 2 preparation into your core rotations.

The strategy you choose is up to you &#; you know how you study best. Starting early and studying throughout your core rotations would be ideal. If you haven&#;t had your core rotations yet, then you can opt to study for Step 2 little by little during each rotation and wrap it up with a dedicated study period. 

This latter approach is definitely worth considering if you have a chance. In the case of Step 2, let&#;s change our terminology from pre-dedicated to &#;first pass&#; and from dedicated to &#;second pass.&#; Choose your framework resource (something that covers everything you need to know for Step 2 and will serve as a backbone structure for your studying). Your best bet will likely be a high-quality question bank, many of which have up to four thousand questions. There is no &#;holy grail&#; book or lecture resource for Step 2, but plenty of good options are available to supplement question banks. Check out our post on the most popular resources for Step 2 prep to see what real-time data on students are adding to their Blueprint Med School Study Planner schedules.

The goal of a first pass block is to make it through all of the material once. Ideally, you could incorporate Step 2 prep in your rotations and Shelf exams prep. This sets you up for your second pass because you can start with the confidence of knowing you&#;ve seen all of the information you need to know. Then, it&#;s simply time to focus on the topics you struggle with.

This leads us to the third question&#; 

Question 3: Have you been able to figure out your weak points?

If you&#;re approaching your dedicated Step 2 study time and haven&#;t taken a practice exam yet, make it a priority. You absolutely should take a practice exam before starting your dedicated study period, and here&#;s why:

&#; It&#;ll help determine your level before you start preparing. This way, you&#;ll be able to calculate which areas lack knowledge and how much time you need to prep. 

&#; You need to know if you&#;re able to learn and recall all the material in a timely manner. Time very much matters, as Step 2 CK is divided into eight 60-minute blocks and administered in one 9-hour testing session.

&#; It&#;s important to understand the duration of your attention span. On the actual exam, you can take a short break between each block or take only a few longer breaks. It&#;s helpful to start paying attention to how many blocks you can complete in a row before your attention span starts to dwindle.

&#; You should know your anxieties and distractions. Use the practice exams to identify them, so you can work to find solutions and stay concentrated on the big day.

You have a choice of several Self-Assessments to take: the NBME writes a number of practice exams or &#;Comprehensive Clinical Science Self-Assessment&#; to help prepare for Step 2 CK. Other examples of Self-Assessments are UWorld and AMBOSS simulation tests. Take the first practice test early on to identify your baseline and to track your improvement over time. Make sure you take them every week or two, depending on the length of your study period. 

Which leads us to the most important question&#;

The big takeaway question: Do you have an Overall Study Plan?

As you can see, planning is a key factor in your success. Blueprint&#;s Med School Study Planner provides you with a highly flexible study schedule. It allows you to use your favorite resources alone or in combination with the other ones and tackle both Shelf exams and Step 2. You can also customize it to learn or review productively and to retain more information.

Thousands of medical students use Blueprint&#;s Med School Study Planner to save hours of planning time, see exactly what to do each day, and ace their med school exams. Get unlimited FREE access today!

Using Blueprint&#;s Med School Study Planner to prepare for Shelf exams

During rotations, make separate study blocks in Blueprint&#;s Med School Study Planner for each rotation as you go. Add the relevant resources to each study block &#; that way, they&#;ll be spaced out perfectly for the duration of your associated rotation. If you would like to know more about the resources our students use most often while on rotation, check out this page. Feel free to add your framework Step 2 resource to your plan for each rotation as part of your pre-dedicated study period. 

Using Blueprint&#;s Med School Study Planner to prepare for Step 2 

Good news: if you incorporated some Step 2 resources into your prep for Shelf exams, congratulations, you did your first pass already! Now, schedule a practice exam to figure out your weak areas and focus on the resources that will help you where you need it most. For Step 2 study plan, feel free to choose the topics you want to work on manually in each resource. This way you&#;ll create a highly personalized plan without overloading yourself with additional topics you feel good about.

Preparation for Step 2 is challenging and demanding, but it can be rewarding as well. The beginning point in approaching Step 2 is to ask yourself Questions 1, 2, and 3 so that you can structure your Overall Study Plan. It will take time and patience to figure out your prep process, but once you&#;ve done so, you&#;ll be ready for Step 2 in no time! 

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