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 by asking open-ended questions.
Consider the following question starters to draw out a longer, richer, more in-depth response from your buyer:
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The best reps ask the best questions.
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Customer Discovery questions are open-ended & nonspecific. You are letting the customer lead the conversation & tell you about their struggle. Example questions:
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