Discovery questions develop customers and their needs. That is a well-established fact in sales. Yet somehow salespeople struggle to execute this properly. Why? In some cases, they like to shortcut this part of the process and jump right into presentation mode. Perhaps engaging customers on that level feels a little uncomfortable. Quite often it is because they forget the questions that they were supposed to ask. The discovery process is a chance to learn whether or not there is an opportunity for the salesperson and the customer to work together and it can be hard to know what questions to ask that won’t come across as self-serving. Believe it or not, there are only three questions that you need to ask to find out 80% of everything you need to know and, best of all, they will make both you and your customer feel quite comfortable as you build trust and work towards the sale.
We will learn about: • Understanding discovery questions • Why salespeople struggle with discovery questions • The 3 critical discovery questions • Helpful tips
