Are your discovery calls going nowhere?
Unlocking your prospect’s true needs is key to turning calls into sales.
Here’s my cheat sheet for RevAmp to guide you.
Focus on three questions: What they want, what they’re trying to solve for, and why they want it.
| Key Questions | Questions to Ask | Sample Responses |
|---|---|---|
| What they want | What are your main goals for this quarter in terms of sales? | More qualified leads |
| What would a successful sales campaign look like for you? | Higher conversion rates | |
| What specific outcomes are you looking to achieve with your sales efforts? | Better engagement rates | |
| What metrics are you focused on improving? | ||
| How do you define success in your sales process? | ||
| What they're trying to solve for | What challenges are you currently facing in your sales prospecting efforts? | Poor targeting |
| Are there any specific areas where your current sales tools are falling short? | Inefficient lead scoring | |
| What obstacles are preventing your sales team from achieving their targets? | Low response rates | |
| What issues do you encounter with your current lead generation process? | Difficulties in personalizing outreach | |
| How do you currently identify and prioritize leads? | ||
| Why they want it | Why is it important for you to solve these challenges now? | Book more sales |
| How would improving your sales prospecting impact your business? | Make sales more predictable | |
| What are the consequences if these challenges are not addressed? | Reduce wasted sales efforts on unqualified leads | |
| Why is achieving your sales goals critical at this time? | ||
| How will solving these issues benefit your overall business strategy? |
By focusing on these questions, you can meet your prospect’s needs.
Use this cheat sheet to make discovery calls more productive.
Understanding your prospect’s needs will position you as the perfect solution.