BUILD STRONGER SALES RELATIONSHIP WITH DISCOVERY CALLS

Since I have been building Criya AI to empower sales processes, here’s what i’ve discovered,

“Discovery calls are make-or-break moments in sales.”

They bridge the gap between initial interest and successful sales by uncovering a prospect's unique challenges. During these calls, your goal is to establish rapport, showcase your understanding of their business, and determine if your offerings are a perfect fit.

Here’s How to Perfect your Approach:

Tailored Communication: Customize your questions and insights based on the prospect's industry, size, and market position. A one-size-fits-all approach won't do!

Strategic Agendas: Plan your conversation beforehand to ensure you cover critical points and maintain focus throughout the call.

Active Listening: Pay close attention to both the spoken word and the emotions behind it. Uncover underlying needs they may not explicitly express.

Preparation Strategies for Discovery Calls:

• Research Deeply: Understand their industry, recent company news, and the specific challenges they face. Leverage resources like websites, LinkedIn profiles, and industry reports.
• Craft an Agenda: Outline key discussion points to stay focused and ensure all crucial areas are covered. This shows professionalism and respect for their time.
• Anticipate Objections: Prepare to address common concerns and showcase how your solution directly tackles their pain points.
• Prepare to Listen While Guiding: While having a plan is essential, be ready to adapt and actively listen. Show genuine interest in their perspective.

Technology IS Your Ally:

Have a shot at Criya AI: Streamline your sales process with Criya AI's suite of innovative tools. Generate impactful sales materials like pitch decks in seconds, allowing you to focus on strategic elements like client engagement and in-depth discussions. Criya AI empowers sales teams and simplifies the entire sales process.

Avoid These Common Pitfalls:

Dominating the Conversation: This is a two-way street. Strive for a balance between speaking and actively listening to their needs and concerns. Show genuine interest in their perspective and create a space for open communication.

Question Overload: While thorough questioning is necessary, bombarding them with questions can be overwhelming. Prioritize the most impactful ones and let the dialogue flow naturally.

Jumping into Sales Mode Too Soon: Discovery calls are for learning, not selling. Focus on building rapport and trust before pitching your products or services. By understanding their needs first, you can tailor your sales approach for greater impact.

Following Up for Continued Engagement:

Prompt Communication: Shortly after the call, send a concise email reiterating key points and next steps. This keeps the momentum going and establishes clear expectations for moving forward.

Schedule Clear Next Steps: Outline the next steps, whether it's a detailed demo or a further discussion, to maintain momentum and keep them engaged in the sales process.

Criya AI: The Follow-Up Powerhouse

Elevate your follow-up game with Criya AI:

Digital Sales Rooms helps you create a single, curated online portal for each client, consolidating all sales materials like pitch decks and data sheets. This personalized approach enhances engagement and provides them with easy access to all relevant information.

Deb Dutta

Founder & CEO, CRIYA