How to Master the Art of Discovery Calls and Close More Deals

Discovery Calls

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Discovery calls are a crucial step in the sales process. It’s an opportunity for a sales rep to learn more about a prospect’s needs, challenges, and pain points. By asking the right questions, a sales rep can build rapport, establish trust, and ultimately close more deals. In this article, we’ll explore the importance of discovery, call questions and provide you with the tools and strategies you need to succeed.

Why are discovery call questions important in sales?

Discovery call questions are the backbone of a successful sales conversation. They help sales reps to:

  1. Understand the prospect‘s needs and challenges
  2. Identify the prospect’s pain points
  3. Establish rapport and build trust
  4. Position their product or service as the solution to the prospect’s problems

To achieve these goals, sales reps need to ask the right questions. The most effective questions are open-ended, probing, and focused on the prospect’s needs.

Examples of discovery call questions

There are several types of questions specific for discovery calls that sales reps can use to gain valuable insights into a prospect’s needs and challenges. Some examples include:

Questions about the company and its products/services

  • Can you tell me more about your company?
  • What are your main products/services?
  • How do your products/services differ from your competitors?

Ask about the prospect’s pain points and challenges

  • What are your biggest challenges when it comes to [relevant topic]?
  • How have you tried to address these challenges in the past?
  • What impact do these challenges have on your business?

What to inquire about the prospect’s decision-making process

  • Who is involved in the decision-making process?
  • What are the key factors you consider when making a purchase?
  • What are your top priorities when evaluating solutions?

Questions about the competition

  • How do you currently address the challenges that [product/service] aims to solve?
  • What are your thoughts on our competitors?
  • Have you considered any other solutions besides ours?

How to prepare for a discovery call

To conduct successful discovery calls, sales reps need to prepare thoroughly. Some key steps include:

Research the prospect and their company

  • Visit the prospect’s website
  • Look up the prospect on LinkedIn
  • Review any relevant news or press releases about the company

Set clear goals and objectives for the call

  • What do you hope to achieve during the call?
  • What questions do you need to ask to achieve your goals?
  • What information do you need to share with the prospect?

Create a list of relevant questions

  • Use the examples above to guide your thinking
  • Customize your questions based on the prospect’s industry, role, and pain points
  • Practice asking your questions in a mock call with a colleague

Prepare a script for the call

  • Use your list of questions as a starting point
  • Anticipate the prospect’s responses and prepare follow-up questions
  • Rehearse your script until you feel comfortable and confident

Best practices for conducting a discovery call

To conduct a successful discovery call, sales reps need to follow best practices. Some key tips include:

Establish rapport and build trust

  • Introduce yourself and your company
  • Ask open-ended questions that encourage the prospect to share more
  • Listen actively and respond thoughtfully

Avoid interrupting the prospect

  • Let the prospect finish speaking before responding
  • Use verbal cues to show that you’re engaged, such as “mm-hmm” or “I see”

Use active listening techniques

  • Repeat back what the prospect has said to ensure you’ve understood correctly
  • Paraphrase the prospect’s words to demonstrate empathy and understanding

 Take detailed notes

  • Keep notes on the prospect’s answers to your questions
  • Jot down any follow-up questions you want to ask later
  • Note any potential objections or areas where you can provide more information

How to follow up after a discovery call

After a discovery call, it’s important to follow up with the prospect in a timely manner. Some best practices include:

Send a follow-up email

  • Thank the prospect for their time and provide a brief summary of the call
  • Highlight any key takeaways or next steps
  • Provide additional resources, such as case studies or white papers, that may be relevant to the prospect

Provide additional resources

  • If the prospect expressed interest in a specific product or service, provide more information about it
  • Share relevant blog posts or articles that may be of interest to the prospect
  • Offer to connect the prospect with a subject matter expert at your company for more in-depth discussions

Schedule a next step

  • If the prospect is interested in moving forward, schedule a follow-up call or meeting
  • Provide the prospect with a clear timeline for next steps and what they can expect


Discovery calls are a critical step in the sales process. By asking the right questions, sales reps can gain valuable insights into a prospect’s needs and challenges, establish rapport and trust, and ultimately close more deals. To conduct a successful discovery call, sales reps need to prepare thoroughly, ask the right questions, and follow best practices. With these tools and strategies, you can unlock the power of a discovery call questions and achieve greater success in your sales efforts.

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