Navigating a discovery interview with potential clients is so important for sales success. Your first impression counts and remember, they don’t know you, so at this point perception is 100% reality.
Here are five tips to make sure you nail it:
Do Your Due Diligence
Before you meet, research your prospect’s background and needs (the individual you’re talking to and the company). Understanding their business and what you see as their potential will help you tailor your questions and solutions effectively.
Ask Open-Ended Questions
Encourage your prospect to share more by asking questions that can’t be answered with a simple one-word answer or “yes” or “no.” This opens the door for valuable insights into their needs and priorities. Don’t forget the follow-up questions!
Listen To Hear
Pay close attention to what your prospect is saying. Actively listening allows you to pick up on cues (verbal and physical), better understand their pain points, and tailor the conversation to address their specific concerns.
Clarify and Confirm
Repeat back key points during the conversation to ensure mutual understanding. This not only demonstrates your attentiveness but also helps avoid misunderstandings down the road. If something doesn’t make sense, ask for clarification rather than assuming. This helps build trust and keeps everyone aligned.
Offer Value Throughout
Showcase how your product or service can add value to their specific challenges. By linking your solutions directly to their needs, you position yourself as a problem solver rather than just a salesperson. Provide success stories for similar challenges, client types or personas. Build relationships and let them know you’re here beyond the sale; this is discovery.
The discovery interview is a critical step in building strong client relationships and closing successful deals. These tips will help you navigate these conversations with confidence, efficiency, and effectiveness.
Fill out our contact form to get more tips and book a training session with Paul.
Paul Bramson is renowned as a powerhouse on keynote stages and in training arenas. He is widely regarded as being one of the most impactful speakers, trainers and C-suite coaches in the world today. Paul is recognized as a leading authority and thought leader in the areas of communication, leadership and sales boasting media mentions in Forbes, Fast Company, Fortune, BuiltIn, Yahoo, and MSN. With an extensive 25-year tenure, Paul has continually ignited and empowered professionals, leaders, and teams across all echelons. His ability to captivate and engage audiences originates from an authentic zeal, unique aptitudes, and an unyielding dedication to professional and personal enhancement.