Nailing a discovery call with personality insights<\/strong><\/h2>\n\n\n\nYou\u2019ve successfully booked a meeting with your prospect. With half an hour left before the call starts, you realize you know zilch about them. What do you do? <\/p>\n\n\n\n
If your first instinct is to look up the company\u2019s website, you\u2019re barking up the wrong tree. Remember: You\u2019re not selling to the company. You\u2019re selling to a person hunting for a solution. <\/em>To build rapport with them, you need to first gain an insight into their individual personality, not the company they work for. <\/p>\n\n\n\nNow, the million dollar question is, how do you find these elusive insights? Look no further than Humantic\u2019s Personality AI Assistant. Simply go to your prospect\u2019s Linkedin profile and let the assistant work its magic. In 30 seconds flat, you\u2019ll have in-depth information on what makes your prospect tick. This can act as a guide to your discovery call. Before we show you how, let\u2019s brush up on the basics. <\/p>\n\n\n\n
What makes a successful discovery call: A recap<\/strong><\/h2>\n\n\n\nHere\u2019s a quick refresher on best practices you should follow during a discovery call to gain trust and traction for your product: <\/p>\n\n\n\n
Put on your journalist cap<\/h3>\n\n\n\n While talking to your prospect, put yourself in the shoes of a journalist. Conduct some background research on them, analyze their areas of interest and frame the right open-ended questions to keep them talking. <\/p>\n\n\n\n
Don\u2019t get too salesy<\/strong><\/h3>\n\n\n\nBe subtle. This approach will work wonders because instead of raving about your product, you\u2019ll be talking about the value it can add to your prospect\u2019s company. By twisting the knife on your buyer\u2019s pain points, they\u2019re more likely to have a positive attitude towards your pitch. <\/p>\n\n\n\n
Repeat their problems<\/strong><\/h3>\n\n\n\nTowards the end of your discovery call, repeat everything you\u2019ve learnt about your prospect\u2019s pain points. Ask them if there\u2019s anything they\u2019d like to add. This prevents communication gaps. <\/p>\n\n\n\n
Get their attention<\/strong><\/h3>\n\n\n\nShow them how your sales offering will provide them with a solution personalized to their needs. But don\u2019t give away everything right now, outline the next steps\u2014whether it\u2019s booking another call, sharing resources or conducting a demo.<\/p>\n\n\n\n
Example 1: Meet Anthony Iannarino, The Marathoner<\/strong><\/h2>\n\n\n\nSo, I need to sell a product and Anthony is my first prospect. He has agreed to a quick t\u00eate-\u00e0-t\u00eate with me. As a renowned Sales Leader, he probably knows every sales technique in the book. Nevertheless, I charge forward with the conversation and take the lead. I explain how each feature in my product can improve business productivity. He patiently listens. <\/p>\n\n\n\n
But just as I move in to ask about his business pain points, he tells me he\u2019s got another meeting to attend and leaves the call. What on earth <\/em>happened? Let\u2019s run Anthony\u2019s profile through the Humantic Personality AI Assistant to see what went wrong. <\/p>\n\n\n\nHumantic AI’s personality insights for Anthony Iannario<\/figcaption><\/figure>\n\n\n\nAt first glance, you may think my approach was on-point. Humantic\u2019s personality insights says Anthony is result-oriented. That means he\u2019d want to know how exactly my product will help him, right?<\/p>\n\n\n\n
Truth be told, it doesn\u2019t really work that way. Although I did some basic research on Anthony\u2019s personality, I didn\u2019t cover all my bases. In the process, I forgot to account for his DISC type. <\/p>\n\n\n\n
According to Humantic, he is a Marathoner (DS-type). This means although he\u2019s focused on getting good results, these improvements need to be in alignment with his business needs. Anthony isn\u2019t interested in knowing how my product helps businesses. Rather, his concern is how it\u2019s aligned to the big picture. <\/p>\n\n\n\n
Now imagine Anthony gives me a second shot at the discovery call (after a tonne of follow-ups, of course). How can I improve my strategy, keeping in mind he\u2019s a DS-type? <\/p>\n\n\n\n
My first move would be to steer the conversation towards his goals. Instead of starting the conversation with product features, I\u2019d lead with common business challenges and ask if his company faces any of them. This will encourage him to speak about his vision and the obstacles slowing his progress towards it.<\/p>\n\n\n\n
I could then use this information to pin-point which of my product\u2019s features could solve his problems and fast-track his business plan. DS-types tend to think long-term. They don\u2019t pay attention to the nitty-gritties. So, if your prospect is a marathoner, zero in on their pain point and address it off the bat.<\/p>\n\n\n\nProspect<\/td> How to get them talking<\/td> How to reframe their pain points<\/td> How to outline next steps<\/td><\/tr> Anthony (DS-type) <\/td> Ask them about their vision for the company and what\u2019s stopping them from realizing it<\/td> Explain how your product addresses their specific business challenges <\/td> Be direct. Quickly summarize their goals and reiterate how you can help. All they need to do is book another meeting with you for a clearer picture.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nExample 2: If Anthony was a DI type<\/h2>\n\n\n\n Now, let\u2019s say your prospect is an Initiator (DI-type). You\u2019ll need to handle things a bit differently. Instead of getting straight to the point, you\u2019ll need to spend some time building rapport with them. DI-types value relationship-building. <\/p>\n\n\n\nProspect<\/td> How to get them talking<\/td> How to reframe their pain points<\/td> How to outline next steps<\/td><\/tr> Initiator (DI-type)<\/td> Engage in small talk and nudge them to go on a \u2018playful rant\u2019 about their pain point. <\/td> Empathize and assure them that you understand their problems<\/td> Talk about how you had a great time connecting with them and ask them when they\u2019ll be free to connect again <\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nThere you have it, folks\u2014a quick guide to steering your discovery call in the right direction based on your buyer\u2019s personality. <\/p>\n\n\n\n
Now I know what you\u2019re thinking. What if your prospect falls into a completely different category? You might not find a detailed article telling you exactly what to do. <\/p>\n\n\n\n
Don\u2019t worry. I\u2019m not going to leave you high and dry. Which is why I\u2019m leaving you with a super simple cheat sheet you can use before you get onto your next discovery call. <\/p>\n\n\n\n
There\u2019s a lot that goes into in-depth personality research. You need to identify your prospect, understand their pain points, background, buying traits and a lot more. With Humantic AI, you get information on all this and more. Simply by clicking a button. <\/p>\n\n\n\n
We hope this blog helps you make the most of Humantic AI and nail every discovery call from this day onwards.<\/p>\n\n\n\n