One of the most important elements of the sales process is to really understand the problem that needs to be solved. This sounds obvious, but too often sales people just “show up and throw up” providing the same information without context. The solution is to always do a discovery call (or discovery questions) before proceeding to other aspects of the engagement.
Here are some example discovery call questions:
- How do you currently do X?
- What tools, system or process do you use to do X?
- What works well with X?
- What are some challenges with X?
- Who else is involved with X?
- How much time do you spend on X?
- If you could wave a magic wand, how would X work?
- What’s your timeline for changing X?
- Anything else I need to know about X?
Of course, these questions would be more specific to the product or solution being offered as well as tailored to the audience (e.g. different questions for C-level execs vs front-line managers). The answers to each question should be documented in the CRM and applied to MEDDICC, where applicable.
Sales discovery calls are a critical part of the sales process and should be structured and valuable.
What else? What are some more thoughts on sales discovery calls?
David Cummings on Startups 
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