Sales discovery call is an important event in the sales process. Assessing and gaining an in-depth understanding of the prospect’s real need will have a big bearing on how (if at all) you close the deal. While everybody involved in the sales process knows the importance of the discovery call, how it gets conducted leaves a lot to be desired. Having said that, everybody is busy and they will only give you one (maybe two) sittings to discuss the needs. So it is important that you do a thorough job of discovery so you don’t miss out on the opportunity. The key goal of a discovery call should be to understand their current state and what they don’t like about it and the future state and what they would like to see a product do to help.
NOTE: As much as it is a discovery call for you to gauge the prospects interest