Your questions are finite, like arrows in a quiver. So use them well!

We had a very engaging session with a client last week. Talking about discovery. Or rather well-intended exploring and learning with the client about their situation. Challenges that must be addressed or outcomes they need to achieve.   

I’m not a fan of the ‘discovery call’ as it sets both parties up wrong. It’s usually framed and executed in the seller’s interest. And the loaded intent behind those questions leaves a bitter taste!

For us it’s not an event it’s a process and mindset – it’s back and forth - looking for the pieces of the puzzle that indicate we are both a good fit for each other and there is mutual value in exploring further. 

I appreciate in some processes there may be a call/meeting where there is more ‘discovery’ than in others, but even in fast transactional sales you should have an ‘always be uncovering’ mindset and desire to learn more as you progress. And in longer cycles – things change!

A great question was asked about the number of questions a client will ‘entertain’. Of course, it’s contextual and depends how they are asked. 

If it’s in an interrogation style – not many. If it’s conversational, value adding and flowing – more. 

But even then, multiple studies from data rich organisation like Gong, have shown a sweet spot of 11-14 with diminishing returns thereafter in a single meeting. 

In most client conversations, questions are like arrows in your quiver. You have a limited number – make sure they hit the mark!

And remember! If you are trying to build credibility, it’s likely the quality of your questions that’s going to determine that more than the effort you put into your intro ‘deck’ or demo.

Plan, prepare, and practice - get good at asking great questions.  

Use your pre-meeting background research well. Demonstrate the effort you’ve put in to think about the client and their situation – don’t waste your limited questions on low value information. 

Make sure they hit the mark!

Some simple guidelines:

• Focus your intent - it should be about helping, not selling (or finding 'pain' to beat them up with)
• Be curious about the client - client centric purposeful curiosity
• Be in their shoes - what are they thinking
• Think - 'so what', 'what else', 'to what end', 'how does', 'then what'