Outreach and sales
Discovery call
A discovery call is a first sales call where you learn about the buyer's problem before you show or sell anything.
Ask what is going wrong, what it costs them, what they have tried, who decides, and when they need it fixed. Let the buyer do most of the talking. At the end, agree on a next step, like a demo or a proposal.
Book every call you can. Each one teaches you the words buyers use and moves a deal forward in your sales pipeline. Check early that you are talking to the decision-maker. Write notes in your CRM the same day, and run each discovery call with the same questions.
Go deeper
- How to run a discovery callRun a discovery call that leads to a sale: book every yes within 2 days, open with the time and the goal, ask 12 questions about their problem and let them talk more than half the call, check 4 signs they fit, say your price, book a dated next step before you hang up, send the recap within 24 hours, and count your calls every Sunday.
- How to do a product demoDo a product demo that ends in a sale: write a one-page plan from the buyer's problem, show 3 things in 30 minutes, book the next step in the calendar before you hang up, send the recap within an hour, and count where demos stop every Sunday.
- How to write a proposal that winsWrite a proposal that wins: say your price range and agree a decision date on the call, send a one-page proposal with three options the same day to everyone who decides, follow up on day 3, 7 and 14, and change one part after every 10 proposals.
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