AI Coach: find and fix deal issues before they result in closed-lost using AI

Discovery Questioning

Starting Discovery Q&A

14 min
Average Score

Matt Doyon

Chief Executive Officer @ Triple Session

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Before diving into more intimate questions about problems, challenges, and consequences, it's crucial to understand the current situation. This initial step helps build a strong foundation for your discovery process.

In this video session, you'll learn valuable insights on how to gauge the general status quo of your prospect's situation.

Key Takeaways

Here are some key takeaways to keep in mind as you navigate the discovery process:

1. Business Problem Question Openers

Some situations are problem-oriented, and you need to know how to address them. Learn when and how to tackle evident problems during your discovery session.

2. Educated vs. Early Stage Prospects

Prospects can fall into two categories: educated and early stage. Understand the differences between them and adapt your discovery cadence accordingly.

3. High Touch vs. Low Touch

Consider the number of calls you have to work with – be it one or multiple – and tailor your approach accordingly. High touch and low touch sales processes require different strategies.

4. Lead Source Matters

Whether your conversation starts with an inbound or outbound lead can significantly impact your discovery questions. Learn how to adjust your approach accordingly.

5. The Power of Positioning Statements

Positioning statements are your best friend during discovery. Discover why they are essential in this session.

Data-Backed Insights

Gong, a leading source of sales performance data, recommends asking between eleven and 14 discovery questions per call for high-conversion results. Keep in mind that the specific number may vary based on your sales process.

Tailoring Your Approach

Inbound Discovery Cadence

When you're dealing with inbound leads, the conversation has already been initiated by the prospect. Start your discovery with questions that are problem-focused, as these leads are already aware of a challenge or opportunity.

Open with: "What are you hoping to learn more about on our call today?"

This question lets prospects guide the conversation and reveal their priorities. Don't miss the opportunity to understand their motivation for reaching out.

Explore: "What got you interested in the last conversion?"

Reference the action they took to initiate the conversation. Highlight their interest and commitment to the topic, and use this as a foundation for your discovery.

Dig Deeper: "How are you thinking about [common challenge or problem] right now?"

Inbound leads often have a specific challenge in mind. Address this challenge directly to keep the conversation focused and relevant.

Delve into Solutions: "Where do you see the biggest gaps in [solution area] today?"

Connect their awareness of a problem or opportunity with your solution area. This question helps you understand their immediate needs.

Broaden the Perspective: "What do you see as the biggest area to improve or level up performance on right now?"

Encourage prospects to discuss a wide range of topics and reveal their priorities.

Outbound Discovery Cadence

When you initiate the conversation as an outbound sales representative, you need to start with plan-focused questions. These questions allow prospects to outline their goals and priorities.

Begin with: "What are you hoping to learn more about on our call today?"

Use this open-ended question to invite prospects into the conversation and allow them to qualify their education level.

Discover the Plan: "What's taking up most of your time or getting most of your attention right now?"

This question helps you understand their immediate priorities and what they are currently focused on.

People Matter: "How does the team look today as far as size and roles?"

Learn about the structure of their team and the roles of key players. This information will give you insights into their decision-making process.

Map the Process: "Can you walk me through a process from step one to the end result?"

Gain a detailed understanding of their workflow, including the specific steps involved in their processes.

A Continuous Process

Remember that the discovery process is ongoing and not a one-time event. It impacts every stage of the sales process, from awareness to post-purchase. Keep asking questions and enriching the conversation as you learn more about your prospect's situation.

In this session, you'll find a comprehensive explanation on mastering the art of discovery questioning. Whether you're dealing with inbound or outbound leads, tailoring your approach to your prospect's situation is essential. Watch this session to learn more about effective discovery techniques and take your sales skills to the next level.

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