Play #016 Three Simple Steps To Nail Discovery

Welcome to the Play #016 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

This sales play is sponsored by Humantic AI which helps sellers sell the way their buyers want to buy. You can take it for a test drive Here

Cold outbound sales can be a challenge for B2B SaaS companies. It’s hard to stand out from the crowd and get your message across. But there are ways to be creative and make your cold outbound sales motion more effective. Here are three of the best ways to cut through the noise with your outbound sales motion.

1. Step One

Know Your Audience Before you start your sales discovery call, make sure you know who you’re talking to. Research the company and the person you’re speaking with so that you can tailor your conversation to their needs. This will help you create a more meaningful connection and better understand how your product can help them. More advanced sellers will go deep into knowing the personality of their buyers.

2. Step Two

Ask the Right Questions Once you’ve done your research, it’s time to ask questions! Make sure to ask open-ended questions that will give you more insight into their business and how they use technology. This will help you identify any potential pain points they may have and how your product can help them solve those problems. Be sure you don’t ask questions you should know the answers to and it doesn't feel like an interrogation.

3. Step Three

Listen & Follow Up The most important part of a sales discovery call is listening! Make sure to listen carefully to what the customer has to say so that you can provide them with the best solution for their needs. After the call, follow up with any additional information they may need or questions they may have asked during the call. This will show them that you care about their business and are invested in helping them succeed!

Final Thoughts

By following these three steps, you can ensure that your sales discovery calls are effective and successful. Remember to do your research, ask the right questions, and listen carefully to what the customer has to say. With these tips in mind, you’ll be able to create meaningful connections with customers and provide them with the best solutions for their needs.   

See you again next week.

-Collin Mitchell