Sales Discovery Call Questions PDF

Sales Discovery Call Questions Basic info These types of questions are often answered during the pre-call research process. You should have a clear idea what your prospect’s role is, where they work and what that all entails. That said, every organization is unique and you might start the convers...

Sales Discovery Call Questions Basic info These types of questions are often answered during the pre-call research process. You should have a clear idea what your prospect’s role is, where they work and what that all entails. That said, every organization is unique and you might start the conversation by asking buyers to explain more about how things work internally. 1. Tell me about your company 2. What do you do day-to-day? 3. What does success look like to you and how do you measure performance? Qualification questions After you’ve established the basic details about your prospect and what their job looks like, you’ll want to move into learning more about the goals and challenges they face. Here, your goal is to learn more about their problems so that you can find the ideal solution. While we’ve covered lead qualification questions in another recent article, here are a few examples that you might include in your discovery call: 4. What are your goals? 5. What problems has your business tried to solve so far? 6. How has your business changed since [trigger event—i.e. expansion, acquisition, merger, new product launch] 7. Is there a budget available for X? 8. What is your team’s process for X? 9. How much of an impact does X have on your business? 10. How satisfied are you with your existing solution? 11. What does your ideal outcome look like? 12. What do you think could be a potential solution? Why? Disqualifiers Your lead qualification process should take care of most of your major red flags. However, you’ll want to play it safe and make sure you don’t miss any major roadblocks that could prevent a deal from happening. Examples include: 13. What roadblocks do you face in implementing this solution? 14. What is your timeline for implementing a solution? 15. Do you have the budget for this project? If not, when do you think you’ll have the funds? 16. Is this a pain point for everyone on your team? If not, are there any stakeholders that might prevent this deal from moving forward? Sales Discovery Questions to Uncover Pain Points 17. How satisfied are you with your current solution? 18. What’s the biggest challenge you face with X? 19. What happens if you fail to solve X? 20. What roadblocks might prevent you from reaching top priorities? 21. If X happens, what measures are in placing for solving it? Amplifying pain These questions aim to turn up the heat. It might sound cruel, but intensifying prospect pain is key when it comes to creating a sense of urgency. Here are a few examples of questions you might ask to tap into buyer emotions. 22. How much money are you losing to [key problem]? 23. How many opportunities have you lost due to [problem]? 24. How has [problem] impacted your team’s morale? Can you talk about that? Get prospects thinking about how things could be better After you’ve reopened prospect wounds, you’ll want to bring things back to the bright side. 25. How much money would you save if X were no longer a problem? 26. What would it mean for you personally to resolve X? 27. What’s the best possible outcome for you and your team? What will it take to get there? Questions that Lead to Next Steps Finally, you’ll want to guide buyers toward taking the next step. Aim to gather a few more details that can help inform how you’ll proceed with working this deal, then end by making a recommendation. 28. Who else is involved in making this decision? 29. Have you defined criteria for selecting a vendor? 30. What would make this process easier—how can I help? 31. How will this solution make your job easier? 32. Have you purchased similar solutions in the past? 33. If I can help you do X, what would we need to do to make a deal happen? 34. Based on what you’ve told me today, I’d recommend X To streamline the process, you’ll want to come up with a standard set of discovery questions for each persona so you’re not starting from scratch every time you’ve got a call on the books. You’ll need to do your research but it’ll save you some valuable time. Make sure you record your calls Even the best listeners in the world forget key details from time to time. Make sure you record every discovery call and sync recordings to your CRM. This is important for a few key reasons, including: It allows you to focus on the conversation rather than on taking notes. When you’re busy writing down everything the prospect says, you miss the opportunity to connect as actual people.  You’ll have a reference point for future communications and tailored solutions. Recordings are a great learning tool. In sales coaching settings, one-on-ones and team meetings, sales managers can use recordings to point to areas that could be improved, as well as highlight specific best practices that sellers should be using during calls. Oh, and one more thing, you may want to use video conferencing instead of the traditional landline, as you’ll be able to watch the buyer’s reaction as they describe challenges and pain points.