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Discovery call

A discovery call is the first (telephone) conversation with a potential customer. As the word suggests, you go on discovery or discovery into the customer's interest in your products or services. With this conversation, the salesperson already leaves a first impression with the customer. So it is important to prepare this conversation well.

The purpose of the discovery call

The aim of a discovery call is for the salesperson to gather as much information as possible about the customer by the end of the call. This allows him or her to tailor the further contact entirely to suit this customer. The salesperson's success often depends on this first moment of contact.

Some tips

Here are some tips to make the conversation go well:

    • Good preparation: if possible, look up information about the customer and try to empathise with their position. This will make it easier to break the ice for you and your interlocutor
    • An active listening attitude: Make sure you listen carefully to the customer so that you can respond to his or her problems. This way, you can find a good match between the customer and one of your products or services.
    • A good script: Prepare a script so you know what to say. This can help you not forget to mention anything and can help you control the timing of the conversation.

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