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The Mind of Leonardo da Vinci

Leonardo da Vinci's creative process

How to approach problem-solving like da Vinci

The importance of curiosity and observation

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The Mind of Leonardo da Vinci

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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 is broken and/or could be improved.

During this stage, You are the “sales doctor,” if you will. Your job is to evaluate the patient … err, buyer … uncover their symptoms, offer current fixes, and create a sense of urgency.

Any discrepancy here is more ammo you can use to move into impact questions.

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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 “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 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.

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