Sales Discovery Questions To Ask For “Latent Pain”
Latent pain: The first stage of the buyer’s journey.
The buyer is aware they have a problem but is not quite ready to do anything about it. Said another way, their business challenge is an annoyance, but not something worth investing time/resources/money into … yet.
During this stage, a question like “What do you hope to achieve by implementing a solution?” often plays well. It’s frictionless. It’s what they want to (or are willing to) talk about.
When considering latent pain questions, your goal is to uncover a potential fit between your buyer’s priorities and your solution.
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