In this guide, we take a look at Sales discovery questions you should consider including as part of your lead qualification whether in the appointment setting or sales discovery phase.<\/p>\n\n\n\n
Are you ready to change the way you do sales triage?<\/p>\n\n\n
- Important Reminders on Sales Discovery Questions<\/a><\/li>
- 1. How does this tie in with your growth plan?<\/a><\/li>
- 2. How are you different from your competition?<\/a><\/li>
- 3. What problem are you trying to solve?<\/a><\/li>
- 4. What else are you hoping it will solve?<\/a><\/li>
- 5. Why fix it now?<\/a><\/li>
- 6. What did you try doing before?<\/a><\/li>
- 7. What happens if you do nothing?<\/a><\/li>
- 8. What opportunities will you unlock with this solution?<\/a><\/li>
- 9. How will your team\u2019s lives be better with this solution?<\/a><\/li>
- 10. What are you currently doing to fix it?<\/a><\/li>
- 11. What\u2019s the most important thing that you do need to solve?<\/a><\/li>
- 12. What extra features are you looking at?<\/a><\/li>
- 13. Have you tried another provider?<\/a><\/li>
- 14. What are your other options?<\/a><\/li>
- 15. Is there a budget?<\/a><\/li>
- 16. How will you be implementing the solution from your end?<\/a><\/li>
- 17. What are your expectations?<\/a><\/li>
- Bonus 17.5. When do you want to see results?<\/a><\/li>
- 18. What\u2019s your bottom line?<\/a><\/li>
- 19. What could derail the deal?<\/a><\/li>
- 20. What would sweeten the deal?<\/a><\/li>
- 21. Do you have any questions for me?<\/a><\/li>
- Takeaways<\/a><\/li><\/ul><\/div><\/div><\/div>\n\n\n
Important Reminders on Sales Discovery Questions<\/strong><\/h2>\n\n\n\n
Do not use all of these questions in a sales discovery or triage call.<\/p>\n\n\n\n
You\u2019d probably be on a call forever.<\/p>\n\n\n\n
These are just a guide on what questions you can ask or add to your current qualification process.<\/p>\n\n\n\n
How did you hear about us?<\/strong><\/p>\n\n\n\n
This is one of the most standard questions that you can include in your sales discovery questions and it accomplishes a lot of things.<\/p>\n\n\n\n
- It\u2019s a good question to start a conversation and gets the prospect talking.<\/li>
- You can start finding out about the prospects habits.<\/li>
- It helps the marketing team determine if their efforts are yielding good results on the right channels.<\/li><\/ul>\n\n\n\n
It\u2019s basically a hardworking icebreaker question that you can pretty much use in any conversation with a potential client.<\/p>\n\n\n\n
They\u2019re also so used to the question that it\u2019s not intimidating in any way.<\/p>\n\n\n\n
1. How does this tie in with your growth plan?<\/strong><\/h2>\n\n\n\n
When you start a relationship with a client, you want to make it last.<\/p>\n\n\n\n
The aim is to gain a client with a high LTV and for them to gain a solution that helps make their lives easier.<\/p>\n\n\n\n
It\u2019s a win-win.<\/p>\n\n\n\n
That\u2019s why this question is so powerful.<\/p>\n\n\n\n
Not only do you get to find out what their plans are for the future, but you also get to figure out how your solution fits in the overall pictures.<\/p>\n\n\n\n
And, it doesn\u2019t just stop there.<\/p>\n\n\n\n
The overall premise of this question relates to growth so you\u2019re also subtly telling your prospect that you\u2019re a company that thinks long term.<\/p>\n\n\n\n
It\u2019s more than just a question, it\u2019s also a statement.<\/p>\n\n\n\n
2. How are you different from your competition?<\/strong><\/h2>\n\n\n\n
This is one of the best questions you can ask your prospect because it doesn\u2019t just show you how they present their organization to other people, but how they perceive their organization.<\/p>\n\n\n\n
The answer to this question will tell you a lot about how the organization functions and you need every bit of information that you can get.<\/p>\n\n\n\n
Since it requires some thought, you can also get into the psyche of the person that you\u2019re qualifying, and that\u2019s critical to understanding them.<\/p>\n\n\n\n
![\"\"](\"http:\/\/bamf.lovelacecreative.co\/wp-content\/uploads\/Competitor-The-21-Best-Sales-Discovery-Questions-You-Should-Be-Asking.jpeg\")
<\/figure>\n\n\n\n3. What problem are you trying to solve?<\/strong><\/h2>\n\n\n\n
This is a standard sales discovery question.<\/p>\n\n\n\n
It helps determine if the prospect and your organization are a good fit for each other.<\/p>\n\n\n\n
Apart from that, this is the first time that you\u2019re going to be exposed to their overall expectation of what your solution does.<\/p>\n\n\n\n\n\n
4. What else are you hoping it will solve?<\/strong><\/h2>\n\n\n\n
There will always be a ripple effect when you fix one problem, your solution could help another area of the business, reduce costs, or fix an issue with efficiency.<\/p>\n\n\n\n
This question is another way to subtly ask them what their other expectations are of the solution that you bring to the table.<\/p>\n\n\n\n
But, that\u2019s not all this does.<\/p>\n\n\n\n
It also acts as a springboard to tell your prospects about what else your solution does.<\/p>\n\n\n\n
It opens the conversation to tackle the other features of your solution that they\u2019re not aware of.<\/p>\n\n\n\n
And, this helps build rapport and gives them a chance to explore what you have to offer.<\/p>\n\n\n\n
5. Why fix it now?<\/strong><\/h2>\n\n\n\n
This question helps you determine the prospect\u2019s priorities, history, and at times, their budgets.<\/p>\n\n\n\n
Every company has problems, but some of these get solved faster than others depending on the priorities that they have.<\/p>\n\n\n\n
By knowing how much of a priority your solution is, you can determine how likely it is for them to buy from you.<\/p>\n\n\n\n
Sometimes it\u2019s just finances that are blocking the purchase of a solution, and that\u2019s perfectly fine. You want to know how their cash flow looks like before you sell them something to determine if they\u2019re a long-term customer or not.<\/p>\n\n\n\n
- 1. How does this tie in with your growth plan?<\/a><\/li>