MIZARA Academy – Online Learning Platform in Madagascar

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The Discovery Call is your opportunity to prove you are a problem-solver, not a salesperson. This conversation should be a genuine, two-way dialogue where you spend most of your time listening. A great discovery call determines if there's a good fit between you and your potential client.

1. The Anatomy of a Great Discovery Call

A successful discovery call has a clear structure that guides the conversation without sounding like a rigid script.

01 Set a Clear Agenda:

At the very beginning of the call, set expectations. This shows respect for the prospect's time and gives you control of the conversation. State the goal of the call and ask if they are comfortable with that plan. For example: "The goal of this call is for me to learn more about your team's current challenges with [topic] and see if our solution is a good fit. If it is, we can talk about next steps. How does that sound?"

02 Ask Open-Ended Questions:

The key to uncovering needs is to ask questions that can't be answered with a simple "yes" or "no." This encourages the prospect to share their story.

Bad Question: "Are you happy with your current service?"
Good Question: "Tell me about your experience with your current service. What's working well, and what are some of the biggest challenges you're facing?"
Other examples: "What would a successful outcome look like for you?" or "How is that challenge impacting your team's daily work?"

03 Practice Active Listening:

Listening is not just hearing words; it's understanding the meaning and emotion behind them. Use verbal cues like "I see" or "That makes sense" and take notes. When the prospect pauses, don't rush to fill the silence. Let them think.

04 Listen for Pain Points and Goals:

As you listen, identify the customer’s pain points. What problems are they trying to solve? Also, listen for their goals. What do they hope to achieve? These pain points and goals are the core motivators behind any purchase.

05 Summarize and Validate:

Before ending the call, summarize what you've heard. This shows that you were listening and it gives the prospect a chance to correct you or add more information. For example: "So, based on what you've said, your main challenges are X and Y, and your key goal is to achieve Z. Is that right?" This simple step builds immense trust.

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Histoire de vie réelle

1. The Anatomy of a Great Discovery Call

01

02

Ask Open-Ended Questions: The key to uncovering needs is to ask questions that can't be answered with a simple "yes" or "no." This encourages the prospect to share their story.

Bad Question: "Are you happy with your current service?"

Good Question: "Tell me about your experience with your current service. What's working well, and what are some of the biggest challenges you're facing?"

Other examples: "What would a successful outcome look like for you?" or "How is that challenge impacting your team's daily work?"

03

Practice Active Listening:Listening is not just hearing words; it's understanding the meaning and emotion behind them. Use verbal cues like "I see" or "That makes sense" and take notes. When the prospect pauses, don't rush to fill the silence. Let them think.

04

Listen for Pain Points and Goals: As you listen, identify the customer’s pain points. What problems are they trying to solve? Also, listen for their goals. What do they hope to achieve? These pain points and goals are the core motivators behind any purchase.

05

Ask Open-Ended Questions:

The key to uncovering needs is to ask questions that can't be answered with a simple "yes" or "no." This encourages the prospect to share their story.

Practice Active Listening:

Listening is not just hearing words; it's understanding the meaning and emotion behind them. Use verbal cues like "I see" or "That makes sense" and take notes. When the prospect pauses, don't rush to fill the silence. Let them think.

Listen for Pain Points and Goals:

As you listen, identify the customer’s pain points. What problems are they trying to solve? Also, listen for their goals. What do they hope to achieve? These pain points and goals are the core motivators behind any purchase.