Discovery Questions??

Okay... you get a trial download and you give the prospect a call.


What questions are you asking him/her on the first call to absolutely ensure success throughout the evaluation?


Also, what are you ending the meeting with?

🔎 Prospecting
📈 Closing
☑️ Qualification Calls
7
Soiboi
Politicker
2
Account Executive, EIAS/Compliance
Tell me about why we're talking about XX? What are you using today? WHy do you want to move away from it? WHen would you like to have a replacement in place? What happens if you don't change at all? Moving backwards from your timeline, what do we need to get done OR based on working with customers like you I think X, X, and X steps make sense to give you a full evaluation. 
Beasthouse
Opinionated
0
Corporate trainer
i like that last line nice and clean but super relevant
ElCapitanoMan
Acclaimed Answer
2
Solutions Consultant
It's important to understand what their needs/wants are and to identify any gaps in the way they're currently doing things.

As far as the trial, I'd ask questions pertaining to the value they're seeing from it and also setting benchmarks that they can measure success against. By having those benchmarks, it's a lot easier to quantify whether or not the trial was successful or not and will help drive their decision one way or the other. 
Beasthouse
Opinionated
0
Corporate trainer
gap method has done very well for our newer reps so simple I like it

trainer
Opinionated
2
Sales Trainer
In every answer they give you think about the true business impact. Is it a pain point or will it genuinely impact their business? If it's just a pain point ask another question.... I try to think about IMPACT (What's the impact if you do / don't succeed in this), EMOTION (how achievable do you feel this goal is...... why?) & OBSTACLES what are the obstacles in your way from achieving this.
Beasthouse
Opinionated
1
Corporate trainer
this right here!!! almost like a mic drop pitch mixed with the gap method. nice balance that would 100 percent work on me
Beasthouse
Opinionated
0
Corporate trainer
business continuation questions are my favorite.
what would change if this worked better than expected?
if this challenge persists what would be some long-term negatives. 
if this gets implement and works as discussed what would be the next project that you could take care of?

for pure discovery, I always use 3rd party stories.

"thank's for sharing Mr customer, I totally get that I had a client x who delivered a similar product as yours and they felt the same pains. when they put x in place and were able to execute the solution to "pain" they were able to "path" ( increase conversations by x, reduced challenge by x, focus on x because x was automated. etc)
9

Questions to get engagament in Demo

Discussion
26
12

If you had to choose only 3 questions to ask in discovery, what would you choose?

Question
17
27
Members only

How many questions do you usually ask during a discovery call?

Question
50