How to hold better discovery calls and create profitable lead relationships

Will Sigsworth

Review call recordings

First, analyze recent calls and note dodgy approaches or missed opportunities. 

For example, you may discover that a particular tone or line of questioning wasn’t well received and needs to be adjusted. 

Test new strategies

With these insights, you can test and optimize new strategies, discovery call templates and scripts with your sales team. Once they start performing well, trial them in a few discovery calls. 

Following the example above, you might realize that you need to spend more time in the small talk stage to warm up the prospect before asking sales-related questions. 

Holding effective discovery calls comes with an iterative approach. Keep trying new things. Keep the sales tactics that work and throw out the ones that don’t. As your sales skills develop, you’ll find that discovery calls become easier and easier.

Click here for an in-depth look at how to prepare for, execute and evaluate your discovery calls, as well as some high-level tips that you can use to make more effective calls that convert leads into warm prospects.