We always adhere to our four Ps and one very important I in your campaign:
Professionalism, Presentation, Persuasion, Persistence and Integrity

The discovery call —also known as the cold call – is the first conversation with a prospect. It is the most important call in the sales process. It sets the tone for the entire relationship, both pre- and post-sale. The discovery call targets the known and the unknown. Our goal is to reach your prospect in a live conversation to discover and uncover their needs and offer a solution.
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The right discovery questions are tailored to provide the context we need to begin a business-to-business telemarketing campaign. The goals of discovery questions are:

  • Qualify a prospect.
  • Determine the prospect’s role in the company and in the decision-making process.
  • Ask the prospect’s goals as they relate to our client.
  • Any challenges they may have regarding those goals.

We ask the questions that address any qualifiers:

  • renewal dates,
  • types of software,
  • who the prospect is currently working with?
  • whatever our clients need to know to define them as a great prospect.

In addition, probing questions may include, but are not limited to: 

  • Tell me about your company
  • What is your day-to-to-day role?
  • What are your goals?
  • What problems are you trying to solve?
  • What is your timeline?
  • What would a successful outcome look like?
  • These questions are client driven

How do we conduct a winning discovery call?

  1. Do your homework – You need to know enough about each prospect to hit the ground running and be as productive as possible in your discovery call.
  2. Follow a script – A script is your foundation for your discovery call and responses.
  3. Enthusiasm – You want your prospects to hear you smile through the phone and that is just the beginning. You must bring enthusiasm and passion to the conversation to show you are excited about potentially working together.
  4. Build Rapport Immediately – The most important thing to do on every discovery call is to be personable. Go into every call with a good attitude.
  5. Ask the right questions and Listen, Listen, Listen! – Asking the right questions will help you discover more about the prospect and control the conversation. The more you listen, the more your gain trust.
  6. Close the call – A great close can guide the prospect to next steps
  7. When in-house calling is not possible, engage in a relationship with an expert in discovery calls, A Better Call.
A Better Call has the experience and skill to create a successful campaign for you. It starts with those all-important discovery questions.