16 Questions
What are some key takeaways to keep in mind as you navigate the discovery process?
- Business Problem Question Openers2. Educated vs. Early Stage Prospects3. High Touch vs. Low Touch4. Lead Source Matters5. The Power of Positioning Statements
What are the two categories that prospects can fall into, and how should you adapt your discovery cadence accordingly?
Prospects can fall into two categories: educated and early stage. Understand the differences between them and adapt your discovery cadence accordingly.
Why is it important to consider the number of calls you have to work with, and how does it impact your approach?
The number of calls you have to work with – be it one or multiple – can significantly impact your discovery questions. High touch and low touch sales processes require different strategies.
What are positioning statements, and why are they essential during discovery?
Positioning statements are essential during discovery as they are your best friend, helping to gauge the general status quo of your prospect's situation.
What is the recommended number of discovery questions per call for high-conversion results, according to Gong?
between eleven and 14
What type of questions should be asked when dealing with inbound leads, according to the text?
problem-focused questions
How should the conversation with inbound leads be initiated?
with questions that allow prospects to guide the conversation and reveal their priorities
When dealing with inbound leads, what question can be used to understand their motivation for reaching out?
"What got you interested in the last conversion?"
What is the purpose of asking the question, "How are you thinking about [common challenge or problem] right now" when dealing with inbound leads?
to address the specific challenge in mind and keep the conversation focused and relevant
What question can be used to connect the prospect's awareness of a problem or opportunity with the solution area?
"Where do you see the biggest gaps in [solution area] today?"
What is the purpose of asking the question, "What do you see as the biggest area to improve or level up performance on right now"?
to encourage prospects to discuss a wide range of topics and reveal their priorities
What type of questions should be asked when initiating the conversation as an outbound sales representative, according to the text?
plan-focused questions
What is the purpose of asking the question, "What's taking up most of your time or getting most of your attention right now" when initiating the conversation as an outbound sales representative?
to understand their immediate priorities and what they are currently focused on
What type of information can be gained by asking, "How does the team look today as far as size and roles" when initiating the conversation as an outbound sales representative?
insights into their decision-making process
Why is it important to keep asking questions and enriching the conversation as you learn more about your prospect's situation, according to the text?
the discovery process is ongoing and impacts every stage of the sales process
What is emphasized as essential when dealing with inbound or outbound leads, according to the text?
tailoring your approach to your prospect's situation
Assessing the Current Situation Quiz: Gain valuable insights on evaluating the general status quo of your prospect's situation. Learn essential tips for building a strong foundation for your discovery process and understanding the initial step in problem-solving.
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