Скачать или смотреть The Perfect Discovery Call for Software Sales

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If you're in sales and you're still winging your discovery calls, you're leaving deals on the table. In this video, I break down exactly how to run a discovery process to find real problems, build urgency, and actually close deals.

We’ll cover everything from how to start the call without sounding like a robot, to what questions to ask that lead somewhere, and how to tie your product directly to the pain your prospect's feeling.

This isn’t theory. These are the tactics I’ve used as a top-performing SaaS AE and what I teach in my training sessions. Including:

What to do before the discovery call even starts
How to get permission to ask deeper questions without sounding pushy
The framework I use to uncover pain, root cause, and business impact
What to say when someone just wants a demo
How to recap the call so your next step actually sticks

If you want to run smoother calls, book more qualified next steps, and actually feel confident leading discovery, this is for you.

Books I mention:

Gap Selling
The Sandler Sales System
Question-Based Selling by Thomas Freese (slept-on book, but gold)

Discovery is without a doubt the number one skill for B2B sellers and Account Executives to learn. Without it you're pitching in the dark and are never going to speak to the exact thing your customer needs.

The problem is most discovery calls feel like a checklist of questions that only scratch the surface on a buyer's current situation and problems.

So this video outlines an easy to adapt Discovery Call flow that will allow you to understand exactly what your buyer needs to see and why they might consider moving forward with a purchase in the first place.

Presented by Will Aitken, follow him on LinkedIn here -   / justwillaitken  

Timestamps:

0:00 Why Discovery Calls Matter in Sales
0:54 Mapping Out The Problems You Solve
1:42 When Discovery Matters
2:19 Aligning Expectations With an Agenda
3:39 Goals of Your Discovery Call
5:10 Discovery Questions and Techniques
9:10 Setting Up Next Steps & Understanding Their Buying Process
11:53 Additional Resources For Learning Discovery
12:28 Summary of Discovery

#DiscoveryCall #SalesDiscovery #DiscoverySales