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Leonardo da Vinci's creative process
How to approach problem-solving like da Vinci
The importance of curiosity and observation
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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Sales Discovery Questions That Use Their Words
Using your prospect’s own words.
We call this technique mirroring: repeating the last 2-3 words or the most critical words your prospect says.
But it’s not just repeating a few words. You also need to turn their words into a question by upwardly inflecting their phra...
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Sales Discovery Questions To Ask For “Active Pain”
It’s also entirely possible – even likely – a buyer will ENTER the funnel at this stage. Inbound leads – demo form fills, sales inquiries, chatbot “I’d like to speak with a sales rep” replies, and so on.
A buyer in the active pain stage has an evident, well-defined pain. They know something...
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Sales Discovery Questions To Ask For “Solutions Development”
During the solution development stage, your buyer is gathering data and information. They want – need – to build their case for their boss, their team, and even themselves.
They need to justify if and how a solution will fix their problem.
Ask questions that...
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Asking More Questions Builds Emotional Intelligence
Asking (more, better) questions translates well to the most successful reps.
Too many sales discovery questions (15+), and you are running an interrogation. Too few, and you’re unlikely to unearth what matters – pain points.
Aim for between 11 and 14 targeted questions per call.
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Sales Discovery Questions For The “Decision” Stage
To demo or not to demo. That is the decision during a sales discovery call.
A “yes to demo” moves the buyer out of the discovery phase of the journey and into an active sales contact.
Decisions are made by the committee. Understanding who’s a part of the decision and what their priori...
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Sale Discovery Questions Based On What They Said
A sales discovery call is a conversation, a discussion. It is not an interrogation.
So don’t start a new thread with each question. Instead, go deep. Your follow-up question should be natural – again, like a real conversation.
Base your next question on what your buyer just t...
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Discovery Questions Should Respect Your Prospect’s Stage In The Buying Journey
A BDR will “follow the script” and ask, What’s your biggest strategic priority for this year? … when the buyer is already actively looking at products like yours – not the time for a diagnostic question, one that is asked to uncover pain.
Leading with a diagnostic question when a buyer is n...
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Sales Discovery Questions For “Evaluation”
It’s the time when your buyer is actively considering your product.
This is what BDRs live for – when the buyer moves from “thinking about it” to ask their own questions.
During the evaluation stage, buyers think through pricing, contract options, and feature sets, and focus on potent...
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Sales Discovery Questions That Trigger Long Responses
One-word responses to discovery questions are THE WORST.
The data prove it out. According to Gong Labs, there’s a strong link between buyers’ response lengths and closed deals.
The key: Provide your buyer the signal(s) that you want a lengthy response...
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The best reps ask the best questions.
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