Software Sales Tips by Matt Wolach

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Sales Tips

How To Run a Discovery Call

In the world of software sales, a crucial step often gets overlooked but can make all the difference between closing a deal and losing a potential customer: the discovery call. But how do you run an effective discovery call that actually gets results?

Today, we’re diving into the secrets of running a fantastic discovery call that gets your buyers super emotional about your product and eager to buy. Let me break down the essential steps to ensure your discovery call leaves a lasting impression.

Why do Discovery Calls Matter?

Before we delve into the how, let’s address the why. Discovery calls are vital to the software sales process because they allow you to understand your buyer more deeply. Imagine selling a product without knowing anything about your potential customer’s needs, pain points, or goals. You’d be shooting in the dark, and your pitch might not resonate with them at all. That’s where discovery comes in.

Step 1: Understanding the Current Situation

The first step in running a fantastic discovery call is clearly understanding your prospect’s situation. Metrics, team size, company size (regarding employees or revenue), and other relevant data are critical. This information helps you tailor your approach and ensures you’re not wasting time discussing irrelevant aspects of your product.

Step 2: Exploring Goals and Aspirations

Once you’ve got a handle on their current situation, it’s time to explore their goals and aspirations. What do they want to achieve, and where do they envision their business in the future? Be sure to dive deep into these goals, asking for specifics like growth percentages and timelines. This helps you understand their vision and provides valuable ammunition for future follow-ups.

Step 3: Identifying Pain Points

The most crucial discovery process is uncovering your prospect’s pain points. Why have they yet to achieve their goals? What challenges are they facing, and why do they believe they need your solution to overcome them? Make sure they not only articulate their problems but also feel the gravity of those issues. Understanding the depth of their pain is crucial for building a compelling case for your product during the demo.

Step 4: Determining Decision-Making Dynamics

Knowing who makes the decisions in their organization is vital. Instead of bluntly asking, “are you the decision-maker?” approach it tactfully. Ask about their decision-making process when it comes to similar purchases. This helps you identify decision-makers and understand the decision-making flow within their company.

Step 5: Finding the Champion and Budget

Discovering whether your prospect can be your champion within their organization is essential. Champions play a critical role in pushing your solution forward. Additionally, while asking about budget directly might only sometimes yield fruitful results, you can gauge affordability by comparing the size of the problem they face to the cost of your solution. If your product solves a problem several times bigger than its cost, you’re on the right track.

Step 6: Nailing Down the Timing

Lastly, inquire about the timeline. Is their problem an immediate concern, or do they anticipate addressing it down the road? Understanding the timing is crucial for planning your SaaS sales strategy effectively.

Final Words

Mastering the art of the discovery call is a game-changer in the software sales world. By following these steps and tailoring your questions to your specific market and product, you can ensure that your discovery calls are informative and emotionally engaging. Remember, the goal is to make your potential buyers feel the urgency of their pain points and the potential they’ll reap from your solution. Implement these tips, and watch your conversion rates soar.