Prefer to watch? See Tony Wiedenski walk through these three questions in a 4-minute video.
One of the most common requests we get at RevUp Sales is for a list of great discovery questions. How should reps run discovery? What should they ask? Can we just hand over a list?
The honest answer is that you don’t need a long list of questions. The best question you can ask in discovery is one based on something the prospect just said. Questions that build on what your prospect is telling you keep the conversation engaging and show that you’re actually listening.
A long list tends to work against you. Staring at twenty questions you feel obligated to get through adds stress and turns the call into a checklist. Take that pressure off yourself: listen to your prospect and build on what they share.
That said, a few go-to questions are worth keeping in your back pocket. Here are the three we recommend.
1. Open With What Prompted the Meeting
Every call needs a strong opener. Our favorite is simple: “What prompted you to reach out?” or “What prompted you to take the meeting?”
The word prompted matters. It points to the time element and helps you understand what’s happening right now that makes this conversation relevant to them. Variations like “What prompted you to learn more?” work just as well.
2. Define and Quantify What You Hear
Throughout the call, you need a clear sense of what you’re listening for. Above all, you’re listening for pain and problems, and your job is to get them defined and quantified.
You won’t know exactly what these questions will be until you hear from the prospect. For example, if someone says they’re dealing with a lot of issues with their current provider, follow up with:
- What types of issues are you dealing with?
- How often are those issues occurring?
Vague problems don’t build business cases. Defined, quantified ones do.
3. Ask How the Decision Committee Will Decide
Usually later in the call, though it can come up at any point depending on what the prospect says, you’ll start to sense a potential business case taking shape. That’s when to ask: “How is the decision committee going to decide to make a change?”
This question does two things. First, it puts it out in the open that you already know more than one person is involved. Second, it gives you insight into the underlying motivation for change.
Understanding how the committee will decide lets you align your solution to their decision criteria. It also opens the door to offer your own insight and guidance on other factors they should weigh when making a purchase like this.
Keep It Simple
With just these three questions, plus genuine listening, you can run a very effective and engaging discovery call. Open with what prompted the meeting, define and quantify what you hear, and understand how the decision will be made.
Want to dig into discovery in more detail with your team? Book a call with RevUp Sales.