Top Discovery Questions Every Sales Rep Should Be Asking
Discovery moves the needle and drives deals, but to have a successful call, you must come prepared with A-list questions.
Last week, Groove partner and Fractional RevOps Advisor & Founder at Activate the Magic, Jacki Leahy, went on the Sell Better Daily Sales Show by JB Sales to discuss proven discovery questions processes experts use to drive deals forward and keep their pipeline filled with profitable opportunities.
Couldn’t make it? Check out the recording here, or read below to learn some key discovery questions and tips Jacki discussed with Sell Better Host, James Buckley, and Community Growth Leader at Lavender, Jen Allen-Knuth.
5 Types of Discovery Questions Every Rep Should Be Asking
- Budget Identification: One of the first things to determine in a discovery call is whether the organization has budget available to make the purchase.
- Observation-Based Questions: Don’t come into a call empty-handed. Do your research about the company, buyer, and potential pain points before the call to build credibility and trust.
- Identify the Pain: When you leave the call, you should be able to answer three things:
- Why the prospect believes they have a problem worth solving
- What the other people in the business believe about the pain
- What the points of disagreement are so you can be better prepared and bring in the right people into the next meeting
- Decision Authority Questions: Never end a discovery call without first uncovering the right champion who can help you close the deal in the most expedient way. If the prospect loves what you’re providing, but the rest of the buying committee doesn’t agree – you’ll need a strong champion to quell any purchase fear.
- Questions to Get the Next Meeting: If you want to get another meeting on the calendar, leave open-ended questions about scheduling and fit at the door. Instead of asking if they would like to meet again, ask if they have their calendar in front of them to get the meeting booked. Give fewer choices to reduce analysis paralysis and make the setup as easy as possible.
Great discovery is about helping the prospect or buyer feel more confident that they are making the right decision, because buying is such a high-risk, scary thing to do.
– Jen Allen-Knuth, Community Growth at Lavender
2023 has been a challenging year for B2B companies. With layoffs, budget cuts, and a turbulent economy, asking the right questions in 2023 will allow you to build trust and get respect from the prospect.
Top Three Discovery Questions in 2023
- What’s at stake for you here?
- Who else agrees internally?
- Who disagrees internally?
Six Tips for Becoming a Discovery Master
- Buying a new product is difficult. Learning to speak the buyers’ language and understand where they are coming from will allow you to have empathy for the buyer’s journey.
- If you have never been part of the buying process, jump on a call with someone at your company to learn what the process is like. This will help you build your empathy muscle.
- Understand that buying your product is not the buyer’s #1 priority, so make the buyer’s experience as easy as possible.
- Examine the personality and energy of the buyer – and match it.
- Following a list of premade questions will make the discussion too rigid – let the conversation flow naturally and establish a real human connection.
- Build a relationship with the buyer by showing them that you know and understand them.
One of the best ways to understand what motivates your buyer and how to best communicate with them is with the DiSC personal assessment tool. DiSC profiles break down personalities into four types: (D)ominance, (i)nfluence, (S)teadiness and (C)onscientiousness. The DiSC profile has become a cornerstone of popular sales methodologies thanks to its ability to help sellers communicate effectively with buyers.
I love the ‘DiSC Model’…Knowing where I am, and knowing where they are, allows me to connect and speak their love language.
– Jacki Leahy, Fractional RevOps Advisor & Founder at Activate the Magic
Your discovery questions can make or break the deal. Use these master discovery strategies to uncover valuable information, build trust, establish credibility, and increase the chances of closing.
Interested in giving reps the visibility and coaching opportunities they need to up their discovery game? Request a demo of Groove today.