In the world of sales, a discovery call is the initial outreach to a potential customer. A sales discovery call can kick off any type of sales opportunity, from business-to-business sales (B2B sales) or vendor-consumer calls. A good discovery call allows the salesperson to assess their potential customer's biggest challenges, pain points, and pricing expectations. The salesperson can also begin to determine the decision-making process that will ultimately guide this potential client.

An effective discovery call establishes a relationship between a vendor and a client. Sales leaders know that customers, particularly corporate customers, rarely close deals in a single call. The discovery process simply establishes a relationship and provides the <a href='https://masterclass.com/articles/how-to-build-a-sales-team' target='_blank' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://masterclass.com/articles/how-to-build-a-sales-team","linkCopy":"sales team","category":"automated-link"}' automatic='true'>sales team</a> with information they will need to meet a prospect's needs and guide them along a buyer's journey. Successful sales may begin with a great discovery call, but the sales process has only just begun.

Discovery calls allow a company identify valuable customers more efficiently than advertising to a wide audience. By speaking one-on-one and making a sales pitch directly to the consumer, a sales rep can more quickly build rapport and identify roadblocks that could make a customer a tough target. As the sales rep or other members of the sales team place follow-up calls, they can draw on information and relationships gleaned from the first call.

A successful discovery call can initiate a company's sales cycle. This gives representatives the incentive to plan their sales conversations in advance. Try these sales tips to maximize results on your next discovery call:

1. __Ask the right discovery call questions__. Include some open-ended questions during your sales call, and let the customer talk about what motivates them, what they perceive as current pain points, and what current solutions they use in their business.
2. __Share your personality__. Speak to your counterpart as a fellow human. If you've experienced similar challenges to the ones they describe, open up about them. Do not ever lie, but if you find an opportunity to connect, take it. This will help you [build rapport](https://www.masterclass.com/articles/how-to-build-rapport), which can lead to sales down the line.
3. __Use precise language to talk about your product or service__. While some parts of a discovery call can be open-ended, you'll want to use precision when discussing the goods and services you offer. Write out a template for this part of the call (your company may even provide you with their own). When in doubt, consult your company website, and use the same terminology to describe your company's offerings.
4. __Consider video calls__. No two customers are alike, and some may respond more favorably to video calls than they would to a traditional phone call. Assess a customer's needs and, whenever possible, meet them where they are. Associating a face with your voice may help them establish trust more quickly.
5. __Be assertive but never pushy__. If you convert a discovery call into a paying customer, you will do so because the person wants to be in business with you. If you come across as pushy, you can alienate a potential customer and your discovery call will be a waste of everyone's time. It takes experience to recognize when a customer is serious about making a purchase. If they do show the inclination to buy your product, you can ramp up your assertiveness. But if you come on too strong from the start, you can upend a perfectly good discovery call.
6. __Network with other sales reps__. You can learn a lot from discussing your trade with others. One person's successful discovery call can be a case study for their colleagues. Share stories, study shared metrics, and learn everything you can about your trade. This will pay off in the form of efficient and effective discovery calls.

Become a better <a href='https://masterclass.com/articles/robin-robertss-tips-for-effective-communication' target='_blank' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://masterclass.com/articles/robin-robertss-tips-for-effective-communication","linkCopy":"communicator","category":"automated-link"}' automatic='true'>communicator</a> with the [MasterClass Annual Membership](https://www.masterclass.com). Spend some time with Daniel Pink, author of four *New York Times* bestsellers that focus on behavioral and social sciences, and learn his tips and tricks for perfecting a <a href='https://masterclass.com/articles/daniel-pinks-tips-for-crafting-a-sales-pitch' target='_blank' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://masterclass.com/articles/daniel-pinks-tips-for-crafting-a-sales-pitch","linkCopy":"sales pitch","category":"automated-link"}' automatic='true'>sales pitch</a>, hacking your schedule for optimal productivity, and more. 
Sales professionals work to convert leads to customers by asking the right questions during a discovery call.

Sales professionals work to convert leads to customers by asking the right questions during a discovery call.


Sales Discovery Call Guide: How to Conduct a Discovery Call

In the world of sales, a discovery call is the initial outreach to a potential customer. A sales discovery call can kick off any type of sales opportunity, from business-to-business sales (B2B sales) or vendor-consumer calls. A good discovery call allows the salesperson to assess their potential customer&#39;s biggest challenges, pain points, and pricing expectations. The salesperson can also begin to determine the decision-making process that will ultimately guide this potential client.

What Is a Discovery Call in Sales?

An effective discovery call establishes a relationship between a vendor and a client. Sales leaders know that customers, particularly corporate customers, rarely close deals in a single call. The discovery process simply establishes a relationship and provides the <a href='https://masterclass.com/articles/how-to-build-a-sales-team' target='_blank' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://masterclass.com/articles/how-to-build-a-sales-team","linkCopy":"sales team","category":"automated-link"}' automatic='true'>sales team</a> with information they will need to meet a prospect&#39;s needs and guide them along a buyer&#39;s journey. Successful sales may begin with a great discovery call, but the sales process has only just begun.

What Is the Purpose of a Discovery Call?

Discovery calls allow a company identify valuable customers more efficiently than advertising to a wide audience. By speaking one-on-one and making a sales pitch directly to the consumer, a sales rep can more quickly build rapport and identify roadblocks that could make a customer a tough target. As the sales rep or other members of the sales team place follow-up calls, they can draw on information and relationships gleaned from the first call.

Why Are Discovery Calls Important?

A successful discovery call can initiate a company&#39;s sales cycle. This gives representatives the incentive to plan their sales conversations in advance. Try these sales tips to maximize results on your next discovery call:<ol class="mc-m-4"><li class="mc-my-4"> 1. Ask the right discovery call questions. Include some open-ended questions during your sales call, and let the customer talk about what motivates them, what they perceive as current pain points, and what current solutions they use in their business. </li><li class="mc-my-4"> 2. Share your personality. Speak to your counterpart as a fellow human. If you&#39;ve experienced similar challenges to the ones they describe, open up about them. Do not ever lie, but if you find an opportunity to connect, take it. This will help you <a href='https://www.masterclass.com/articles/how-to-build-rapport' target='_self' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://www.masterclass.com/articles/how-to-build-rapport","linkCopy":"build rapport","category":null}'>build rapport</a>, which can lead to sales down the line. </li><li class="mc-my-4"> 3. Use precise language to talk about your product or service. While some parts of a discovery call can be open-ended, you&#39;ll want to use precision when discussing the goods and services you offer. Write out a template for this part of the call (your company may even provide you with their own). When in doubt, consult your company website, and use the same terminology to describe your company&#39;s offerings. </li><li class="mc-my-4"> 4. Consider video calls. No two customers are alike, and some may respond more favorably to video calls than they would to a traditional phone call. Assess a customer&#39;s needs and, whenever possible, meet them where they are. Associating a face with your voice may help them establish trust more quickly. </li><li class="mc-my-4"> 5. Be assertive but never pushy. If you convert a discovery call into a paying customer, you will do so because the person wants to be in business with you. If you come across as pushy, you can alienate a potential customer and your discovery call will be a waste of everyone&#39;s time. It takes experience to recognize when a customer is serious about making a purchase. If they do show the inclination to buy your product, you can ramp up your assertiveness. But if you come on too strong from the start, you can upend a perfectly good discovery call. </li><li class="mc-my-4"> 6. Network with other sales reps. You can learn a lot from discussing your trade with others. One person&#39;s successful discovery call can be a case study for their colleagues. Share stories, study shared metrics, and learn everything you can about your trade. This will pay off in the form of efficient and effective discovery calls. </li></ol>

6 Tips for a Successful Discovery Call

Become a better <a href='https://masterclass.com/articles/robin-robertss-tips-for-effective-communication' target='_blank' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://masterclass.com/articles/robin-robertss-tips-for-effective-communication","linkCopy":"communicator","category":"automated-link"}' automatic='true'>communicator</a> with the <a href='https://www.masterclass.com' target='_self' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://www.masterclass.com","linkCopy":"MasterClass Annual Membership","category":null}'>MasterClass Annual Membership</a>. Spend some time with Daniel Pink, author of four New York Times bestsellers that focus on behavioral and social sciences, and learn his tips and tricks for perfecting a <a href='https://masterclass.com/articles/daniel-pinks-tips-for-crafting-a-sales-pitch' target='_blank' class='mc-text--link' data-mc-segment-trigger='true' data-mc-segment-event-type='Article Page Click' data-event-obj='{"textTag":"p","href":"https://masterclass.com/articles/daniel-pinks-tips-for-crafting-a-sales-pitch","linkCopy":"sales pitch","category":"automated-link"}' automatic='true'>sales pitch</a>, hacking your schedule for optimal productivity, and more.

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Sales professionals work to convert leads to customers by asking the right questions during a discovery call.