Own Your Discovery Calls & Convert them

Gino Aielli, Ytel |  

As the most important type of sales call by definition, the discovery call can very easily become a catalyst for nervous banter and other avoidable mistakes that can lose your company business. In order to build relationships with customers and create a more efficient sales funnel, take heed of a few of these tips on how to completely own discovery calls and convert these leads into customers.

As the most important type of sales call by definition, the discovery call can very easily become a catalyst for nervous banter and other avoidable mistakes that can lose your company business. In order to build relationships with customers and create a more efficient sales funnel, take heed of a few of these tips on how to completely own discovery calls and convert these leads into customers.

Empower the Salesman

Let your salesperson know that they should not be on the defensive when they place a discovery call. As a matter of fact, customers appreciate a sales call in which the agent immediately takes control of the situation and offers value. You should also let your sales team know that you are not looking to punish them if their initial rate for converting discovery calls is low, especially if you have not yet worked out your list building strategy to help weed out low quality leads in the first place.

The Buyer Persona

Encourage your salespeople to learn how to match discovery calls to buyer personas as quickly as possible. Although every person that your team calls is certainly an individual, initial correspondences between human beings do not allow for huge expressions of individuality. During discovery calls, potential customers will put forward a "professional representative" that is much easier to profile. Work with the profile at first, breaking down the walls during the sales process to discover the individual. Your customers will also appreciate this technique if it is properly deployed.

Keep It Short

Discovery calls should be incredibly brief. Although your salespeople should have the ability to project a welcoming presence, they should also be able to get to the point very quickly. These two concepts are not in opposition to each other; rather, they work together quite well. People tend to enjoy those with a sense of purpose who can also maintain a warm persona. This is what your sales team should be trained to utilize on every discovery call.

Give the Customer Plenty of Conversion Options

Get the customer used to receiving conversion options from the third or fourth line of the call. If you go the traditional route of presenting information and asking for compliance at the end of a steel, it is very easy for a customer to block out all reason and simply say no at the end of the process. Asking for compliance invites a more personable relationship, because you are trying to form a relationship with the customer from the very beginning of the call rather than trying to fool them into a relationship after berating them with reasoning they may or may not accept.

Ask Powerful Questions

As a salesperson, the questions you ask a potential customer should be powerful and memorable. A power question is one that demands insight from the customer to answer. It is never a close-ended question that can be answered briefly. Using this technique, you actually respect the intelligence of your customer, and you also encourage that customer to divulge information that can be used on future sales calls.

Detach from Outcome

This is a very powerful attitude that naturally encourages people to be around you. If you give 100% effort in an endeavor while being completely detached from the outcome, you create a very confident presence that actually helps to ensure greater success. Over the phone, this is a very effective strategy as well.
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About The Author

Gino Aielli, Ytel

Gino is the Product Lead for message360° and spearheads enterprise partnerships for Ytel's Cloud Communications offering.


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