For starters, I always like to wear the name of the Sales Development Representative. I am also sure to include the following:
- Customer Details
- The recording of the real call
- Name of account manager
In the end, there will be differences in the structure of your calls, depending on what your business sells. However, to help your sales team distinguish between good and bad discovery calls, they can take advantage of the discovery score.
Step 1: Reframe the previous conversation
The first part of a discovery call script is the cropping. To begin, your CSD needs to reframe or recall highlights from their previous session with the potential client.
This helps both parties align their key objectives and expectations with the progress of the current agreement.
Sample statement to reframe the conversation
"Hi John, this is the comic representative _____, we spoke on Thursday and I also have my account manager on the phone.The name of the AE is _____.We will do an introduction here in a minute, but I wanted to rephrase our conversation starting on Thursday. "
Getting this crop makes the conversation so much better. Sometimes I see account executives calling on the phone and asking really terrible questions to make the conversations end terribly.
If the SDR uses some form of cropping in the discovery call pattern, there may be an excellent point of connection with the potential customer. The SDR may terminate by asking if they have forgotten something before handing it over to the account manager.
RELATED: How to Align Sales and Marketing
Step 2: Prepare a report and provide the agenda
After performing the cropping, the next step involves three points that need to be addressed in this section:
- Provide the agenda
For starters, the AE can continue and introduce everyone to the call. They can go ahead and introduce everyone, including yourself, so that it does not take too much time.
The only exception is if you have company executives on appeal. Let them introduce themselves.
Once the presentations are finished, it's time to create a relationship before diving. One way to do this is to establish mutual bonds.
This strategy makes it possible to make connections – perhaps to laugh or smile and to establish this common bond.
Provide the agenda
The next step is to establish a simple calendar for phone calls. It's very powerful because it makes the discovery call and the decision-making process more systematic.
I like when representatives are able to make the transition between introductions and relationship building in something a little stronger. Rather than dive directly into the discovery, you must first set the agenda for the conversation.
This will help your team and customers determine their goals and predict the appearance of the call.
Here is a simple calendar that I like:
- Let them talk a bit about their things.
- Go in who you are and how you can Help me with their things.
- Talk about the next steps.
You can also ask your customers if they have something to add to the agenda, such as the goals they want to achieve. Remember, it's important to let your customers know they are part of the conversation, as it will help them understand what they are doing.
Step 3: Enter the discovery process
In this part, I usually like to see some types of questions about discovery calls:
- Strategic issues
- Tactical issues
During the discovery process, your team must ask strategic questions, which will give them the opportunity to see all the business objectives of their clients. They could ask questions about their marketing strategy, the measures they use and their success for the customer.
You can also ask tactical questions, such as the number of sales representatives in their company and the type of technology they use. You can also ask how their sales and marketing teams work together to determine their sales pipeline.
Make sure you finish your discovery section with a strong crop. You can summarize the conversation in its entirety, then move on to the transition by saying, "Now, let me tell you how our company can fit into this business."
Step 4: Provide a solution for them
Once you've learned everything about their business, it's time to show the customer how your business can fit into the scene and provide a solution.
Here are the four things to remember when creating your presentation:
- Do not leave the conversation without them knowing it what you can do for them and How you will do it.
- Hit customer stories. Talk about how your customers have succeeded with your help.
- Talk about your differentiating value – what distinguishes your company from the rest of the pack?
- Do not forget to mention the main benefits that you will bring to the table.
When it comes to making sales pitch, I'm a visual person, so I suggest you have a video or some slides on it.
I am not a big supporter of the demo of your sales pitch. I prefer something where the presentation is personalized for the customers. This will help you show how the solution or services of your company could solve the problem of your customers.
You can show a demo to customers, then point out how your other customers have gained higher points of sale and improved the sales cycle with your team's solution.
Step 5: End with a call to action
The last step is to plan your next steps and lobby for the next event. Avoid saying that you will just be exchanging emails – get something difficult, like a schedule for the next meeting.
In the end, the last thing sales managers want is to get stuck between the hammer and the anvil. Avoid choosing your side by making sure both teams work as seamlessly as possible.
At the end of the day, you all work for the same purpose. It is therefore essential that everyone works well together.
What sales transfer issues do you encounter and how do they affect your organization? Share your experiences with us in the comments section below.