Episode Show Notes
How to Make Effective Sales Discovery Calls
In this episode of the Breakthrough Babe Podcast, I’m talking all about how to make effective sales discovery calls. I see so many people struggle with these calls because they seem to not get as many sales as they would like, and that ultimately leads to frustration. Over my entire career journey, I’ve been able to come up with a formula for how to do these very effectively, and I’ll be sharing that with you today!
But before we dive right in, let me introduce myself in case this is your first visit. I am your host, Jen Gitomer, creator of Breakthrough Babe and author of the best-selling book, Sales in a New York Minute.
And it is time to make massive breakthroughs in YOUR life. With each episode, you are going to move past your fears of asking for the sale, learn to build deep connections that lead to meaningful business results, and master sales strategies that will help you grow and scale your business. Each week, I will be providing you with tips to avoid common mistakes in your business, teach hacks to help you grow and scale faster, and teach you to ALWAYS ask for the sale with confidence.
It is time for you, the Breakthrough Babe, to create more sales, income, and connections in your business. Let’s get started!
And today I’m sharing all my top tips and tricks when it comes to nailing your next sales discovery call. For all the details, listen to ALL of episode 60 of the Breakthrough Babe Podcast on your fave streaming platform.
Shift from a sales mindset and lean into how you can help/serve your potential customer.
The first mistake I see being made when it comes to sales discovery calls is entering the call with a sales mindset. If you’re going into these with such a focus on closing the deal and making a sale, then you will come off salesy – which will only result in the potential customer being turned away and deciding not to do the deal with you.
Instead, enter these calls with the focus of helping and serving. Think about THEM, how can you serve them, how can you help determine if they will be the best fit for you? This discovery call is NOT just about them, it’s about you. You both want to see if you are a mutual fit.
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Exploratory questions is KEY.
The first thing you should be doing on these calls is discovering what your potential customer’s motive is to buy. What are they looking for? Where are they at right now?
Find out about them. The best thing you can do on a discovery call is listen and take notes. When you take notes, you’re listening actively. Ask exploratory questions that may seem obvious but lets them talk. Let the potential customer explain why they’re even on the call with you.
Follow this up by asking the magic wand question. “If I could wave a magic wand for x, y, and z, what would it look like?”, paint a picture for the potential customer on what the transformation would feel like if they achieved their desires. Let them tell you what they want. Then, you can determine if you’re the solution to fit their needs.
About your host
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She left corporate America to fulfill her entrepreneurial dream. Jennifer helps entrepreneurs increase their revenue and profit through her proven sales strategies. In addition to the Breakthrough Business Babe Podcast, Jennifer co-hosts the Sell or Die podcast with her husband, Jeffrey.
She is the best-selling Author of Sales in a New York Minute – 212 Pages of Real-World, Easy to Implement Sales Strategies to Make More Sales, Build Loyal Relationships and Make More Money, the CEO and Founder of Breakthrough Business Babe and a master business growth coach. When she’s not working, you’ll find Jen planning her next Paris trip, taking a yoga class, playing tennis, or hanging out with her family and Cavalier King Charles fur babies.
Keep it simple.
After you take some time to get to know the potential customer and hear their story, it’s time to move them through a decision making process. It’s your job to remind them that they hopped on this call with you and they were seeing some potential in whatever your offer is.
Get their acknowledgement! That is key. That will set the tone for the duration of the conversation. And that’s exactly what the rest of this is – a conversation.
It’s not a salesy pitch, it’s not a one-sided chat. It’s asking questions and listening to responses. Most people overcomplicate this entire thing, discovery calls don’t need to be totally planned out and scripted. In fact, it’s best that you keep it natural!
Record and listen to yourself.
If you find yourself still struggling to close a sale by implementing these changes, you might not be demonstrating the true value of your offer. So work on really conveying that to the potential customer.
Another tip I highly recommend is recording yourself! Record your pitches, listen back, and adjust as needed. I did this a lot when I was first starting out, I would honestly record myself speaking to nobody and listen back to how I pitched. Give it a shot, it’s really helpful!
How to Make Effective Sales Discovery Calls: The Bottomline
These are the key points to keep in mind for your next discovery call – focus on why the potential customer hopped on the call with you, get to know their story, see if your intentions align, and guide them through the call. That’s it!
You are the expert. You’re there to help and serve, not just get a deal. If you want more information on my Breakthrough Sales Coaching Program, shoot me a DM on Instagram, I’d love to send you the details. We can even hop on a call, I’ll show you a discovery call in action.
Be sure to tune in to episode 60 of The Breakthrough Babe Podcast. And if you love this episode, don’t forget to take a screenshot, share it on your Instagram stories and tag me @jengitomer so that we can spread this important message to even more entrepreneurs and biz babes!