Discovery makes and breaks sales revenue. This crucial part of the process is where compelling reasons to buy are revealed, where your product or service shows its value, and where opportunity strike. With discovery calls carrying roughly 90% of sales, this is a vital pillar of closing deals.
The weight of discovery is matched with its dire nature. There’s limited time to ask key questions required to close those deals. Rapport and value propositions help displace this, but each question needs to be expertly targeted. Check out these 5 effective sales discovery questions guaranteed to help you close more deals.
1. Tell Me More About That
This simple question is a chance to dig deeper, revealing a pain or opportunity that has yet to emerge. Once revealed, this question can expose causation, cost, extent, and repercussions. It’s an ace in the hole that all too many ignore.
This question also beats out more direct ones, which can easily be too specific or assumptive. Asking someone to tell you more about a tidbit of information allows them to feel as though they are taking the reigns, that you care to learn about them and are here to help instead of simply make a sale.
2. Why is That Important to You?
An open-ended discovery question, these key words help identify why your solution could be important to a prospect. It helps them reach the conclusion of how solving a problem or unlocking an opportunity affects them personally.
3. What Happens If Nothing Changes?
This question forces the person to think about the status quo. If they don’t solve the issue or take the opportunity, what would the consequence be? You’ll be able to open up into how important your solution is to the individual. Now you’re managing value, which is key to closing the deal.
4. Can I Ask You a Difficult Question?
Now is your time to ask the tough question, the uncomfortable yet crucial piece of revealing value. Before doing so, ask. This prepares the prospect so they won’t get upset and shows respect by seeking permission.
It’s also your chance to explain why you want to ask a difficult question. That usually looks like, “in order to help suggest a solution,” or something along those lines. The real benefit here is taking away the edge of what comes next, softening the blow before your reveal.
5. Is (The Current Solution) Working?
You know the existing problems, the issues and concerns, by now. So, what is the prospect’s current solution for that and is it working? Based on their response, you might have to opportunity to add value or solve the scenario altogether.
While this question is immediate, it doesn’t come across as abrasive. You’re asking a straightforward question out of interest and concern. More importantly, you’ll be able to pivot straight into the reveal of why your product or service poses a better solution. Use these as you see fit or combine them into one pitch. Either way, you’ll be making the most of your discovery calls.
