Discovery call framework

Eric Finch outlines a powerful framework for conducting discovery calls that lead to closing more deals, especially in tech sales.

Here’s how to structure your discovery calls step by step:

1. Start with open-ended questions

   • Begin by asking about the organization and its tech stack.

   • Understand their current setup and priorities without jumping into your pitch too soon.

2. Uncover how tech fits into the business

   • Ask questions to learn how the database or technology impacts their business goals.

   • Align your questions with their organizational priorities to identify gaps or areas for improvement.

3. Ask about the desired end state

   • Understand what success looks like for the prospect without pushing your product.

   • Position yourself as a consultative expert by exploring their challenges, competitors, or growth opportunities.

4. Dive into specific needs

   • Probe deeper into their requirements, focusing on unique features they might need.

   • Tie your questions to their goals to keep the conversation relevant.

5. Address pain points and benefits

   • Highlight their current limitations and challenges to create urgency.

   • For prospects who know their state, differentiate your product from competitors by emphasizing unique features.

6. Use trap questions

   • Ask strategic, challenging questions to uncover problems they may not have noticed.

   • Connect these problems to the solutions your product offers to frame your value effectively.

7. Introduce technical wins early

   • Focus on specific technical features and limitations that could gain buy-in from their technical team.

   • Build intrigue by hinting at additional benefits or support that could solve their issues.

8. Emphasize support as a differentiator

   • Highlight the level of support your product offers, such as database administration (DBA) support, as a key selling point.

   • Showcase how your support can solve pain points others might overlook.
     

5 ways to humanize your sales discovery calls

Patrick Meenan offers simple yet effective ways to make your discovery calls feel like conversations rather than interrogations.

How to build better connections during your calls:

1. Shift your mindset

   • Discovery is a two-way street. It’s not just about finding challenges—you’re also helping prospects feel confident about working with you.

   • Treat the call like a conversation with a friend who’s curious about your product. Don’t just ask questions—provide value throughout the chat.

2. Do your research

   • Start the call with something meaningful to show you’ve done your homework.

   • Instead of small talk about the weather, mention something specific: their LinkedIn profile, company news, or recent open roles.

3. Avoid asking obvious questions

   • Don’t ask questions you can easily answer with online research.

   • Instead, use contextual questions like:

     • “Companies your size often struggle with X. How does that look for you?”

     • “We see growing businesses in your industry prioritize X—how are you tackling it?”
       These show your preparation and make prospects more willing to open up.

4. Ask open-ended questions

   • Encourage dialogue by asking open-ended questions starting with "how," "what," or "why."

   • Avoid closed questions that lead to simple "yes" or "no" answers.

5. Be flexible and present

   • Don’t follow a rigid script like MEDDICC or BANT—it can make you sound robotic.

   • If the prospect says something interesting, explore it! Ask follow-ups and stay curious, just like you would in a natural conversation.

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