First Discovery Call

I have been an SDR at my current company for roughly 5 months. I have started to sit in on and participate in discovery calls with my AEs recently, and today, I have the opportunity to run my own. My AE that I scheduled the call for is out sick, and he asked if I wanted to go ahead and run it, with another AE with me for back-up. I am confident in my knowledge of our company, our product, and the overall discovery process, however, I am still extremely nervous. I feel this specific call could be a turning point in my career progression if it goes well.  

Do any of you grizzled AEs have any general tips for running discovery/qualification calls?

Update: Unfortunately something must have come up and my prospect didn't show up. I am hopeful however that if and when we reschedule, my AE will let me hold the reins on this one. 


🔍 Discovery
☑️ Qualification Calls
☁️ Software Tech
9
FattySnacks
Politicker
5
Senior Account Executive
Talk less listen more
Uncomfortable silence is your secret weapon to getting more information
You’re leading the call, act like it
Don’t get off the call before you have a follow up on the books if there’s alignment.
lObviously a lot more to it than that but that’s my .02. Also, search through this forum I bet this has been touched a lot. And someone else will come in here chirping about it.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Chirping....hockey fan, eh?
FattySnacks
Politicker
1
Senior Account Executive
Tweet tweet mother fucker 🏒
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Kindred spirit.   
Diablo
Politicker
2
Sr. AE
Listen, ask, take notes, probe understand use cases and focus there so they can relate to what they will get from you.
JDialz
Politicker
2
Chief Operating Officer
One thing I always tell people to do in discovery calls is to build in silence to the end of the other person’s answers to your questions.
That is, when they’re answering your questions about needs and wants, wait a few beats after they finish their responses. Almost as if they should have had more to say, but didn’t - and thank God you’re here to help them now!
I don’t know what you sell, but when I’m asking probing questions about a prospective client’s existing financial picture and they feel they’re coming up short with answers… that’s butter on the biscuit baby!
Example: “So you mentioned before that you have been working with an advisor for about ten years now and you’re pretty satisfied with their performance to date. What are some specific down market hedging strategies you two have discussed *when* XYZ happens?” Doesn’t matter how long and detailed their response is, my reaction after a moment of beautiful silence is always as if I’m saying “oh… oh that’s it? Wow - I know we can definitely source more effecting options.”
CuriousFox
WR Officer
2
🦊
Have 3 key questions. Listen. They should talk more than you. If you speak more then you have lost em.
TheOverTaker
Politicker
1
Senior Account Executive
agree with allbite here. the more you listen the more you learn the more you learn the more you earn. 
CharmingSalesGal
Politicker
0
Account Executive
On top of the other comments, be curious & make it conversational! If you listen, you should know what questions to ask next to understand more. Don't make it seem like you're reading off a script.

Good luck, you're going to crush it! Let us know how it goes!
SalesSage
Valued Contributor
0
National Account Manager
Sucks that they didn't show up but keep pushing.  It sounds like others believe in your skills.  Keep showing up, it will pay off. 
saashunter2.0
Executive
0
Mid-Market Account Executive
My advice is to take a very customer-focused consultative (question-based) approach rather than focusing so much on how great your solutions are. Work toward uncovering their top 1-2 pain points that you know your software can help solve, which helps you get to a specific need and use case faster. 
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29% No
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