12 SALES DISCOVERY QUESTIONS TO PINPOINT REAL PAIN

Closing calls have a fascination. The exciting portion of the sales process is when a deal closes, contracts are signed, and commission checks are placed directly into your pocket. But you can't get there unless you do a discovery call first.

The reason discovery calls are crucial is that they raise the likelihood of a deal being finalized in the future. You might talk to a prospect for 10 to 20 hours, depending on what and to whom you sell. You ought to be rather certain about whether and how much the deal will complete.

What are Discovery Questions:

In order to determine whether a prospect is a suitable fit for your product or service, you ask them discovery questions. These ought to be open-ended inquiries that center on the prospect's challenges, procedures, and objectives in relation to the good or service you are providing.

Here are some of the questions below:

1. Tell me about your company.
2. Tell me about your role. What do you do day-to-day?
3. What metrics are you responsible for?
4. What would a successful outcome look like?
5. What’s your timeline for implementation?
6. How would you describe your business?
7. What is the overall vision of your company?
8. How long have you used X as a part of your strategy/service?
9. How many people are working in your team?
10. What’s your team process for x?
11. How do you measure your performance?
12. Can you tell me how your process works on Y?

These are the basic queries that are frequently posed and addressed in a sales discovery call. These inquiries assist you in striking up a conversation with your target without coming across as pushy, even though you have obviously done your homework on them!

You can ascertain your prospect's role and stage in the purchasing process with clarity. Having said that, no two businesses are alike, therefore the best way to begin figuring out what their business is is to ask yourself!?

Why are discovery calls important?

Sales professionals need to conduct discovery calls in order to fully comprehend the circumstances around a prospect. Fortunately, as long as it's not an interrogation, the majority of prospects are fine with taking part in a discovery call.

A few advantages of the discovery call are listed below.

• Aids in the prospect's understanding of your company and offerings. This is your chance to respond to specific inquiries about your product and to determine whether or not customers are interested.

• Demonstrates your commitment to your prospect's achievement. If you conduct the conversation professionally, you will demonstrate to your prospects that you comprehend their issue and that you would offer professional assistance if possible. This demonstrates to them that you care about their achievement in addition to making a profit.

• Aids in estimating your likelihood of obtaining their business. This is your chance to qualify your prospect during the discovery call. Finding out about their problems and the impact on the organization is part of this. It will also assist you in determining whether they are prepared to recommend your product or how they rank it in relation to rival offerings. To do this, you can utilize a sales qualification framework like BANT or an alternative to BANT.

It's evident that a crucial step in the sales discovery process is the discovery call. Additionally, asking the correct questions is the key to making the most of your discovery calls.

Conclusion:

You'll be able to determine with certainty if a prospect is a good or bad fit for the product by devoting time and effort to crafting an excellent discovery call. You can use this to concentrate your attention on the prospects who have a higher chance of closing. You can become a top performer in your team and surpass quota by doing this.