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5 Tips for your next sales discovery calls

Trevor Ambrose Sales Discovery Calls Guide

Read this quick article to see how you can nail your next sales discovery calls

In the world of business, the discovery call serves as the critical first step in establishing rapport, understanding client needs, and ultimately closing deals. Whether you’re a seasoned professional or new to the game, mastering the art of the discovery call is essential for success. Here are five tips to help you nail your next discovery call so you can elevate your sales skills.

1. Do Your Homework

Before hopping on a discovery call, take the time to research your prospective client. Understand their industry, company background, challenges they might be facing, and any recent news or developments relevant to their business. This preparation demonstrates your professionalism and shows the client that you’re genuinely interested in their success. Additionally, it equips you with valuable insights to ask intelligent questions and tailor your pitch effectively.

2. Listen Actively

Effective communication is a two-way street, and listening is just as important as speaking during a discovery call. Practice active listening by focusing on what the client is saying without interrupting. Pay attention to their pain points, goals, and priorities. Take notes to ensure you capture all essential details. By demonstrating your attentiveness and understanding, you build trust and credibility with the client, laying the foundation for a fruitful partnership.

3. Ask Open-Ended Questions

Engage the client in meaningful conversations by asking open-ended questions that encourage them to elaborate on their challenges and objectives. Instead of simple yes or no queries, pose questions that prompt thoughtful responses and uncover valuable insights. For example, instead of asking, “Are you satisfied with your current solution?” try asking, “Can you tell me more about what you like and dislike about your current setup?” This approach fosters deeper discussions and helps you gain a comprehensive understanding of the client’s needs.

4. Focus on Solutions, Not Sales

While the ultimate goal of a discovery call is to close a deal, avoid approaching it as a sales pitch. Instead, position yourself as a trusted advisor committed to solving the client’s problems. Tailor your solutions to address their specific pain points and offer valuable insights or recommendations based on your expertise. By demonstrating genuine concern for the client’s success and focusing on delivering value, you differentiate yourself from pushy salespeople and build long-lasting relationships.

5. Follow Up Promptly

After the discovery call concludes, don’t let the momentum fade away. Send a personalised follow-up email or message expressing gratitude for the opportunity to connect and summarising the key points discussed during the call. Reinforce your understanding of the client’s needs and outline the next steps in the process. Prompt follow-up not only demonstrates your professionalism but also keeps the conversation moving forward, increasing the likelihood of conversion.

Mastering the art of the discovery call is crucial for building successful client relationships and driving business growth. By following these five tips—doing your homework, listening actively, asking open-ended questions, focusing on solutions, and following up promptly—you can increase your effectiveness in discovery calls and set yourself apart as a trusted advisor in your field. With practice and dedication, you’ll be well on your way to nailing your next discovery call and securing valuable opportunities for your business.

If you’d like to communicate on the fly without notes, CLICK HERE to visit our Impromptu Speaking online video course.

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Roy Walley
Roy Walley
20:56 21 Nov 23
Boyd S
Boyd S
12:05 21 Nov 23
Best sales psychologist in the World!
Alex Portelli
Alex Portelli
03:26 17 Nov 23
Tony Ewing
Tony Ewing
21:00 15 Nov 23
Great Telesales training from Trevor!! Thank you!
Mohammad Burhan Al Rashid
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05:29 01 Nov 23
Trevor is an exceptional public speaking trainer, and I can't recommend him enough. I have had the opportunity to attend his training and his expertise, guidance and practical techniques were invaluable in helping me overcome my fear of public speaking and significantly improving my communication skills.
Shaun Manne
Shaun Manne
04:41 27 Sep 23
Trevor, your Psychology of Sales online training was fantastic! Id give 10 stars if i could. You definetly did your homework on everyone that was involved and included everybody and their business on a personal level throughout the 4 hours. I would 100% recommend everyone do this course if you'd like an edge over the competition. Thanks for a great day. PS I forgot to ask how much the microphone was! 😉
The Butels
The Butels
22:30 11 Sep 23
I attended Trevor's Telesales training yesterday and was Very happy with the course. Trevor was very knowledgeable, extremely well spoken, did not lose the group for a minute and went out of his way to help everyone on the course. I would not hesitate to recommend Trevor to anyone.#epicpublicspeaker
Bendpro
Bendpro
05:17 17 Aug 23
Trevor Ambrose was the keynote speaker for our 2023 Bendpro Team Day. His insights on teamwork and adopting a “green mindset” & staying “above the line” were eye-opening. This has transformed the team’s perspective for the better. Trevor’s presentation was thought-provoking and relevant to our needs. His stories are relatable, meaningful, and really show you that you can achieve anything you set your mind to. He kept our team engaged both in the presentation and in the activities. His training is priceless and as a company we would use his services again. Thank you for inspiring us to become a stronger unit. We look forward to applying what we learned in our daily work.
Nadine Freitag
Nadine Freitag
23:45 30 May 23
BGL has worked with Trevor a few times over the years and we highly recommend his workshop and online training for groups or individuals.The feedback was very positive and he has helped our employees feel more confident with public speaking and presentations.Thanks Trevor!
Fergus Pocock
Fergus Pocock
22:43 10 Mar 23
It was great to have the opportunity to join Trevor for one of his training courses in Belfast today 2023/03/10, I can fully recommend his training programs.Many thanks Trevor, regards Fergus.
Michael Taylor
Michael Taylor
16:28 10 Mar 23
Great content. Really practical advice and content that we can bring directly into our business. Trevor delivers a fun and practical classroom. Highly recommended
Gillies
Gillies
11:35 22 Feb 23
Trevor, thanks so much for yesterday's session, I must admit I am always a little skeptical of training in sales, there are so many different opinions about various methods and theories but your content was different, it was a real breath of fresh air. Thanks again.
Antonio Alegre
Antonio Alegre
04:00 07 Feb 23
Thank you Trevor Ambrose for such a great session last week at Hidrive. We thoroughly enjoyed your Sales Psychology training. Fantastic tips and lots of fun...We all got a lot out of it. Thoroughly Recomended your work. Cheers Antonio
Paul Lombard
Paul Lombard
18:34 15 Oct 22
I thoroughly enjoyed the session and can see how relevant the skills Trevor explains are for business, as well as everyday life. There are some simple changes to implement immediately, but otherwise a concerted effort is necessary, with much to work on. Working on these skills will improve oneself immensely. Trevor is truly a master and has a very relatable demeanor. I definitely recommend Trevor's course for marketing and sales, and will jump at another opportunity to learn more from him!
W H
W H
10:30 16 Sep 22
Completed Psychology of Sales course with Trevor yesterday, still processing the volume of great content. Excellent presenter, very engaging and informative, highly recommend to anyone looking to enhance their business and/or personal development. Thank you Trevor!
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21:22 11 Aug 22
Super training. Trevor you were so captivating and have so much knowledge. I loved every second and look forward to what your training will bring to our companies in the future, once we put in place what we have learnt.
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12:16 10 Aug 22
Cracking sales coach! Worked with Trevor for four hours and he has hugely helped build up the confidence of the sales team at our business. Working on soft skills and the psychology of selling has been massively helpful for us as a company, I can see us coming back for more.
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Joel
21:28 14 Jul 22
Trevor was a fantastic speaker and teacher. I learned more in 4 hours with him then I have in hours and days of training with others.He is very positive and interacts with the people listening by getting them to answer questions , or get them to actually to the activity , not just have everyone watch. Highly recommend. Would love to do more courses with Trevor.
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Ken Fooks
09:14 12 Jun 22
The Psychology of Sales Course was very instructive, enlightening, I found it confirmed what I am experiencing in a Sales role ,Dealing with customers on a daily basis.I will certainly look forward to more excellent content from Trevor.Trevor is an inspiration to all ,understanding the needs and feelings of a Person in a Sales role.Many Thanks Trevor and Team.Ken - SCVA.
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07:26 05 Apr 22
Trevor is a very inspirational trainer in sales, and well worth attending any of his classes, or getting him into your business if you can. It's certainly not just "head knowledge" with Trevor.
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00:45 25 Mar 22
Trevor's course was well presented and taught me alot about structure and presentation.Well worth doing his courses
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05:47 08 Mar 22
Excellent, simple and clear information.Loved it. Learned so much.So many spice jars in my rack now 😉☺️
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14:25 23 Sep 21
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