What’s your favorite discovery questions? [SALES]

Amazon
gXDc43

Go to company page Amazon

gXDc43
Feb 24 5 Comments

Not sure if there’s any similar posts here but thought it’d be an interesting conversation to have with the rest of the salespeople on Blind. As title says, I’m wondering about the sales framework that others on Blind take when conducting discovery? Such as if there’s one single question (or line of questions) that you’ve used during discovery calls in the past that have worked really well?

It can be either for uncovering pain points/needs, showing impact, or even a question to rebuttal an objection. Just curious to hear and discuss.

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  • I just ask something along the liens of "What's been going on at [company] recently?"
    Mar 4 0
  • Cision
    FpmH48

    Go to company page Cision

    FpmH48
    Single best questions for opening any conversation for me has been " what is your vision? " . It also helps to start any difficult line of questioning that your clients may not want to answer by saying " just out of curiosity.. - insert question here - " they'll think you are asking casually, feel more comfortable and answer
    Feb 25 0
  • Really depends on what you’re selling. Something that helps any call is asking What inspired them to join in on the call? From there you can uncover pain and motivation pretty easily and dig from there.
    Feb 24 1
  • New / Sales
    chimed

    New Sales

     chimed
    What is the current status of how your org does xyz? Tell me a bit about what that process looks like. What do you like about how that is currently handled? What areas of improvment do you and xyz org see? What is the impact or challenges that directly stem from inefficiencies you mentioned? What would an ideal process look like? Why now? How did you find us (if not outbound)? What other departments or individuals does this initiative fall under? When will they be joining the evaluation? What do the steps look like for your eval from today until signature OR when is your anticipated go live date?

    There are a few other questions peppered in dependent on flow of the call. But those are definitely some of my typical questions to try and uncover direction the demo needs to go, who may need to get involved at a later date, and if what needs to happen from both sides for the deal to get done.
    Mar 9 0