Discovery calls are the foundation of any sales process. Yet, too often, they feel like scripted interrogations instead of natural conversations. The best sales reps know how to turn discovery calls into engaging dialogues that uncover real needs and build trust.

In this blog, we’ll share 5 ways to make your discovery calls more conversational—and drive better results.

1. Shift Your Mindset—It’s a Two-Way Street

Stop treating discovery calls as one-sided interrogations. Think of them as a two-way exchange where both sides learn about each other.

• Focus on providing value rather than just gathering information.

• Share insights that help the prospect see opportunities they hadn’t considered.

💡 Pro Tip: Start with a warm opener like, “I noticed your company recently [insert event]. How has that impacted your team?”

2. Prepare Context-Driven Questions

Ditch generic questions like “What keeps you up at night?” Instead, ask context-led questions that show you’ve done your homework.

Examples:

• “We often see companies your size focusing on [specific challenge]. How are you approaching that right now?”

• “When companies are scaling, [problem] tends to surface. Is that something you’re currently working through?”

💡 Pro Tip: Use Niyora to gather insights before calls and tailor your questions based on recent updates.

3. Use Open-Ended Questions to Go Deeper

Closed questions lead to one-word answers. Open-ended questions spark dialogue.

Examples:

• “Can you tell me more about how that’s affecting your day-to-day operations?”

• “What’s the biggest hurdle you’ve faced when tackling that problem?”

💡 Pro Tip: Follow up with “And then what happened?” or “Can you elaborate on that?” to keep the conversation flowing.

4. Balance Listening with Guiding the Conversation

Great discovery calls involve active listening—but also structure.

• Summarize what you hear to confirm understanding.

• Guide the call by asking questions that naturally lead toward solutions you provide.

💡 Pro Tip: Track talk-to-listen ratios with Niyora to ensure you’re listening more than speaking.

5. End with Clear Next Steps

Don’t let the call fizzle out. Wrap up with a plan:

• Recap key points discussed.

• Suggest specific follow-ups, like a product demo or a deeper dive into one area.

• Book the next meeting before you hang up.

💡 Pro Tip: Use Niyora to schedule follow-ups and automate reminders to stay on track.

Why Niyora Makes Discovery Calls More Effective

Niyora helps sales teams:

• Gather insights about prospects in minutes.

• Automate follow-ups and reminders.

• Track call performance and improve strategies.

With Niyora, you can make every discovery call more engaging and productive.

Conclusion: Discovery calls shouldn’t feel like scripted interviews—they should feel like real conversations. By preparing smarter questions, balancing listening with structure, and ending with clear next steps, you’ll turn more discovery calls into closed deals.

Ready to make every discovery call count? Try Niyora today.