When closing a discovery call, what element is critical to include?

Including a summary of the call when closing a discovery call is essential because it consolidates the conversation and reinforces the key points discussed. This summary helps both parties reflect on the main topics, concerns, and needs that were addressed, ensuring that the focus remains on the customer’s specific situation and the solutions that were explored during the call. It enables you to clarify any misunderstandings and solidify the understanding of customer pain points, which is crucial for building trust and credibility.

Summarizing also sets the stage for the next steps, making it clear what has been agreed upon and how the conversation will evolve. This practice not only emphasizes your attentiveness but also positions you as a partner dedicated to understanding and solving the customer’s needs, fostering a stronger relationship moving forward.

In comparison, introducing a new sales pitch at this stage may undermine the progress already made during the call, while discussing technical requirements or performing a competitive analysis can divert focus from the main objective of the discovery call, which is to understand the customer's needs and concerns.