A sales discovery meeting can be the gateway to a long and happy relationship with a new customer.
But only if you do it right.
You might be tempted to stick to your script and ask questions like a robot, but guess what? That's going to backfire and send your prospect running.
The solution? In a word, balance.
Sure, you need a script to keep you on track during your meeting, just like you would on a sales call. And, of course, you need to ask questions to determine whether your prospect is a perfect match for your product.
But how do you turn discovery meetings into relationship-building opportunities? How do you prepare for a discovery meeting? And what’s the best discovery meeting agenda?
Stay with me, and I’ll share our best tips for a truly productive discovery meeting.
That's the beauty of modern sales. Discovery meetings don’t have to be a separate event. Instead, you can seamlessly incorporate them into your existing sales process.
Now, why should you care about sales discovery meetings? Simple: They're the backbone of a successful sales process.
Here's why they matter:
When it comes to heading a successful sales discovery call or meeting, preparation is key.
If you aren’t prepared, you likely won’t ask the right questions or achieve your desired outcome. It’s pretty easy to tell when a sales rep is flying off the cuff. And that's a surefire way to lose credibility with your prospect.
So, here’s what you can do to ensure you're prepared:
Planning ahead will help you appear professional while also showing the prospect that you are genuine about meeting their needs.
All meetings should have structure, but a clear discovery meeting agenda is even more important.
Why?
Because this prospect agreed to give you 15 or 30 minutes of their valuable time. They need to see what you’re offering and whether or not it’s the right fit for them.
So, what should a discovery meeting agenda look like?
Here’s an example of an agenda that works:
Why does this setup work? Let’s take it step-by-step:
But wait, didn’t we just say that we don’t want to waste the prospect’s time? After all, discovery meetings are short, and there’s a lot of ground to cover here.
True, but hear me out on this.
Think of your discovery meeting as the first date with your potential customer. It’s the beginning of a relationship; it’s probably a little awkward, and someone has to break the ice.
Taking just two or three minutes at the beginning of your meeting to get to know the person you’re selling to tells them that you’re not just there for the bottom line: You’re there to develop a relationship that’s built to last.
Not only that but when you have a clearer understanding of this person and their life, you’ll be in a better position to build your sales pitch around what really matters to them individually. Then, whether they’re a decision maker, a stakeholder, or an internal champion of your product, they’ll be more likely to be on your side at the end of the sales cycle.
Instead of diving directly into your questions, start with a discussion about the pain points you’ve seen with other prospects and customers in this industry. Opening the conversation like this accomplishes at least four things:
Use insights gathered from conversations with other prospects and your own research on this prospect to discuss the state of their industry and the problems they’re currently facing. Guide this conversation with the right questions that lead them to your solution.
Open-ended questions offer two main benefits:
But not all sales questions are created equal. True sales professionals know the importance of naturally asking relevant questions that relate to what a prospect just said.
To uncover your prospect's pain points, focus on asking open-ended sales questions in these three key areas:
Remember that the purpose of these questions is not simply to make it through "the list."
Seriously, people hate that.
Instead, think of these questions as a vital step for sales development to get to know the person and their individual needs, as well as the company’s needs.
If you're not actively listening, you're just talking at your prospect instead of with them. And if one thing is for sure: sales is a two-way street.
So, what do you need to do? Simple: Treat your discovery call like a well-guided conversation. Respond with more than just an “Uhuh” as you ask questions.
Engage with them. Follow up with a meaningful response or a thoughtful question when they answer. Show them that you're not just there to sell, you're there to solve their problems.
Here are a few active listening techniques you can try:
B2B sales decks can be either highly valuable or very boring. There really is no in-between.
To make sure your discovery meeting sales deck keeps the prospect engaged, follow these best practices:
Sales objections aren't roadblocks; they're opportunities.
So, invite any questions or concerns your prospect may have about your solution. Embrace them. And address them head-on. Whether it’s related to pricing, implementation, competitors, etc.
Consider putting together talk tracks for questions that come up time and time again. This will allow you to immediately provide a clear and compelling response.
The last step in your discovery meeting agenda should be setting up the next steps. Never leave a meeting without being 100 percent certain when you’ll talk to this prospect again.
As you talk about next steps, make sure to sell the value of the next meeting or demo, rather than just schedule it. Help them understand how this next step will benefit them, and they’ll be more likely to show up.
Also, before you close, make sure to ask who else should be in the next meeting or demo. Then, either get them to check the schedule on the call or send your Calendly link so that the meeting fits both this prospect's and the other stakeholders’ schedules.
Congratulations, you’ve completed your discovery meeting! But your work isn’t over yet. It's time to keep the momentum going.
Here's the game plan for what to do next:
First things first, let's get a clear picture of what happened during the call. You want to review the call recording, analyze the conversation, and identify key insights. Use your CRM to listen back to the call and make sure you truly understand your potential customers.
If you want to go deeper, use a conversation intelligence tool, like Chorus or Convin, to gauge sentiment and learn more about your prospect's mindset. This is your chance to really dig deep and understand their needs so you can come up with a plan.
Who doesn't appreciate a heartfelt "thank you?"
Show your prospect some love with a thoughtful thank-you note after the meeting. But don't just type out a generic message like “I really appreciate you taking the time… blah blah blah”—make it meaningful.
Recap the key takeaways from the call, remind them of the benefits your product offers, and reinforce your commitment to helping them succeed.
And, of course, outline the next steps to keep things moving forward. Make it personal, make it genuine, and make it count.
A prospect who's willing to sit through a discovery meeting is interested in what you've got to offer.
So, don't just sit back and hope for the best—keep following up!
Persistence is key. Keep the conversation going, nurture the relationship, and be there to address any concerns they might have.
Keep following up until you get a clear "yes" or "no."
A successful discovery meeting hinges on your ability to balance preparation and spontaneity.
Do your homework and come prepared with a clear agenda and quality open-ended questions. At the same time, be adaptable and ready to pivot the conversation based on your prospect's responses.
Your first call or meeting with a prospect can be daunting. But try to approach it with confidence, empathy, and a commitment to providing unmatched value. If you do this, you'll stand a better chance of impressing your prospects and sealing the deal.