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Also known as: discovery meeting, qualification call, disco call

Discovery Call

FoundationalSales

Definition

Discovery Call: A discovery call is an initial sales conversation focused on understanding the prospect's situation, challenges, goals, and buying process. The goal is to qualify the opportunity and gather information needed to tailor subsequent conversations. Good discovery uses open-ended questions and active listening rather than pitching.

Example Usage

“Our discovery calls follow BANT: Budget, Authority, Need, Timeline. We aim to understand these before scheduling a demo.”

Common Misconceptions

Discovery is just small talk before the demo. It's the most important part of the sales process.
You should pitch during discovery. Focus on listening; pitching comes later with tailored solutions.
One discovery call is enough. Complex sales often need multiple discovery conversations with different stakeholders.

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