Best Strategies for Discovery and Qualification Stages in Your Sales Motion

If you have a company phone number and get incoming calls from prospects (if you don't have one, Quicktalk provides services for getting a business phone number), you must quickly respond their inquiry while their interest is still high.

Two of the more critical stages of the sales motion, discovery and qualification, determine which leads are warm and which prospects are worth your sales team’s time and effort. Without completing these stages, sales reps risk wasting valuable time pursuing leads that don’t see the value in their pitch. By doing upfront research and asking the right questions, these stages can move quickly and provide significant insights for the rep later in the funnel.

Once determined that a prospect is worth the time, sales reps must learn to use the most efficient communication strategies to accomplish their sales goals. Using personality and behavioral predictions to communicate most appropriately can make a huge difference in response rates, engagement, and success.

Using Crystal is easy-- once you open a sales contact, Crystal’s Personality AI will analyze their profile or text sample and determine their personality type. Once their personality type is determined, you will be able to access valuable tips for the discovery and qualification stages, such as booking a meeting, making pitches/presentations, building a rapport, pacing, and more.

Qualification and Discovery Stages with D-types

Fast-paced, decisive, and direct D-types appreciate blunt and straightforward correspondence. Because they value success, show them that your product can position them ahead of their competition. Be confident in your pitches and focus on the bigger picture, as D-types tend to lose interest in the smaller details.

Try phrases like:

• I’ll get right to the point...
• These are the results you can expect to see from our product.
• I’ll personally make sure this gets done ASAP.
• I know what other companies are trying to do, but it doesn’t compare to what we have.

D Personality Types: Captains, Drivers, Initiators, Architects

Qualification and Discovery Stages with I-types

Social, open-minded, and enthusiastic I-types will respond best to casual and friendly correspondence. Try to connect with them through personal stories or humor before jumping into the details. When presenting, be sure to focus on your product rather than the competition and provide them with testimonials from other happy clients.

Try phrases like:

• I have a funny story to share about that…
• The best part is that it’s simple to use and everyone loves it!
• I’m happy to talk whenever you’d like, so feel free to give me a call!
• I know a few other people are trying to do this. All I’ll say is that we have a team of creative, passionate people…

I Personality Types: Influencer, Motivator, Encourager, Harmonizer

Qualification and Discovery Stages with S-types

Considerate, thoughtful, and patient S-types will appreciate personable and polite correspondence. Take time to earn their trust and fully inform them about your product before expecting them to make a decision. You may also wish to welcome other close team members into the discussion to make them feel more supported.

Try phrases like:

• We want to make sure you’re happy with your decision, so we offer…
• If at any point you want to see how this works in more detail, let me know!
• If you’d like, you’re free to invite other team members into this conversation so you can get their feedback!
• We can move on to the next step whenever you’re ready!

S Personality Types: Counselor, Supporter, Planner, Stabilizer

Qualification and Discovery Stages with C-Types

Analytical, logical, and organized C-types will appreciate formal and data-driven correspondence. Avoid any small talk and provide plenty of information about your product and the science behind it. When making a pitch, focus on the lead's specific problems and the functionality of your product while offering evidence to support your claims.

Try phrases like:

• Here’s all of the information, but the decision about what’s best is up to you.
• I’ll send you more documentation about this later for reference.
• You can see from these charts that...
• This will only improve your existing process, and it shouldn't change how you work day-to-day.

C Personality Types: Editor, Analyst, Skeptic, Questioner

Improve Your Sales Cycle with Crystal’s Hubspot Integration

With Crystal’s HubSpot Integration, you can see relevant personality data directly in the CRM.

With the integration, you can surface personality insights for every lead, contact, or customer in your CRM. Use the DISC model in your communications and outreach to improve effectiveness during every funnel stage.