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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 get buyers to spell out the potential impact a solution like yours might have for your buyer.
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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...
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...
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...
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.
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...
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...
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...
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...
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.
The best reps ask the best questions.
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