TL;DR
If you’re in sales, you know the importance of asking the right questions in your discovery calls. In this blog, we discuss 11 essential questions to collect all the right information needed for sales.
Extracting and updating the information into CRM from these calls can take up to 30 minutes per call. We have also discussed how an AI agent can automate this for you.
For sales reps, a discovery call is more than just a mere conversation; it’s the foundation upon which successful deals are built. A well-executed discovery call can significantly enhance the sales process, with effective calls boosting qualification rates by up to 70%. This makes it clear just how crucial it is to get this call right.
But what exactly makes a discovery call effective? The answer lies in asking the right questions—questions that uncover your prospect's needs, pain points, and decision-making process. By tailoring your approach to the specific circumstances of your prospect, you increase your chances of closing the deal.
Let’s dive into the 11 essential questions and why they should be part of every discovery call.
What is their current team size? - Helps you get insights into the scale at which the prospect is operating.
What is their current tech stack? - Identify opportunities for your solution to integrate or replace existing systems.
What is the pain point or problem they are trying to solve? - Understand the specific challenges to position your product.
What is the current process of solving the problem? - Identify inefficiencies or areas where your solution can provide value.
What are the limitations of their current process? - Understand the shortcomings to highlight the benefits of your solution.
What other solutions are they considering? - Helps you tailor your pitch to differentiate your offering from others.
How important is this problem? Is it a Level 1, Level 2, or Level 3 problem? - Prioritization of the problem helps you gauge the urgency.
What budget do they have in mind for this? - Their budget helps align your offering with financial expectations.
Is the prospect the primary decision-maker, or is it someone else? - It's crucial to know who holds the power to make the final decision.
Apart from the primary decision-maker, who else will be involved in the buying decision? - Ensures to address the concerns of everyone involved in the purchase.
What is their timeline for implementing the solution? - Ensuring that your solution is implemented when they need it most.
Bonus: Want to generate discovery questions for your product/service? Check out our free Discovery Questions Generator.
Collecting this information is just the first step. The real challenge lies in efficiently managing and utilizing this data. Traditionally, salespeople spend at least 30 minutes after each call extracting these details and inputting them into a CRM system. This task can be prone to error and suspected of falling through the cracks.
Fortunately, with AI agents this process can easily be automated.
The AI agent will automatically extract the details from the meeting transcript.
The agent then sends the details to the sales rep on Slack, allowing them to customize or approve the updates before they’re finalized.
Upon approval, the AI agent updates the CRM fields with 100% accuracy, ensuring that all details are correctly recorded.
This AI agent saves each salesperson 5-8 hours of work every week. They can reinvest this time into more high-value activities, like engaging with prospects and closing deals. Moreover, the accuracy of the information entered into the CRM is guaranteed, reducing the risk of errors that could jeopardize the sales process.
Get started with Locale.ai’s AI Sales Agent
With Locale’s AI agents, users can configure a series of actions to be performed, such as auto-updating CRM, prospect research, personalized outreach, inbound lead qualification etc. Check out more use cases here.
If you’re ready to bring this level of efficiency and accuracy to your sales team, we’re here to help. Schedule a call to learn more about how AI agents can help your sales team.
