I’m always looking to continuously learn, innovate and improve my craft. I’d love to hear your favorite 2-3 discovery questions if you’re willing to share!
AlwaysBeHunting
Starting 2023 Right — Discovery ?’s
11
What made you decide to take this meeting?
What would make this meeting successful for you?
What would make this meeting successful for you?
These are my go tos. They open up all kinds of discussion.
I'll end up wanting to know about budget (is this a budgeted initiative?), timeline (are they up against renewal of an existing solution they want to replace? Is there a compliance date or other significant must-hit date for using the solution?), who needs to be involved in the decision as well as who owns it (responsible for success/failure and who signs the contract). All of those would follow these openers.
I'll end up wanting to know about budget (is this a budgeted initiative?), timeline (are they up against renewal of an existing solution they want to replace? Is there a compliance date or other significant must-hit date for using the solution?), who needs to be involved in the decision as well as who owns it (responsible for success/failure and who signs the contract). All of those would follow these openers.
Thanks! There’s one that I hadn’t though of that I’ll be adding (compliance date - I usually ask if there’s a “must-hit deadline”).
Love this, just sent this to my SDR team hope you don`t mind :D
After the must-hit deadline question is the "why is this important?" question. Many "must-hits" don't have any real, tangible impact; they're somebody's target, usually because they want the project off their plate, not because there's any real compelling reason. Being able to tie a date back to a financial or other implication is critical for any urgency and can help you keep things moving on the customer's behalf, rather than your personal interest in closing a deal. I mean, you can always build in (and should consider anyway) the cost of doing nothing and the impact to the customer that can drive urgency if they don't have other compelling reasons.
Always these^
These are my go tos. They open up all kinds of discussion.
I'll end up wanting to know about budget (is this a budgeted initiative?), timeline (are they up against renewal of an existing solution they want to replace? Is there a compliance date or other significant must-hit date for using the solution?), who needs to be involved in the decision as well as who owns it (responsible for success/failure and who signs the contract). All of those would follow these openers.
I'll end up wanting to know about budget (is this a budgeted initiative?), timeline (are they up against renewal of an existing solution they want to replace? Is there a compliance date or other significant must-hit date for using the solution?), who needs to be involved in the decision as well as who owns it (responsible for success/failure and who signs the contract). All of those would follow these openers.
Wow ! The second question - I'd love to lead with this question from the next discovery on!
Walk me through your buying process from the moment you realize you need the product to actually receiving the product.
To clarify, you are asking this during the initial discovery call?
Yup.
First think - I always like to know if they have heard of us and what brought the person to us (apart from the outreach).
“Why is that important to you!”
“If I had a magic wand, what would you want me to give you [for your department] right now?”
I like what has already been posted but my first business question is "What is your current supplier not doing for you?"
I like that. They may not be using a vendor at the moment but it at least gets them to either tell you what they aren’t doing or tell you they don’t currently have a vendor.
After you’ve already identified the problem, “what have you already tried to do to solve the problem?”
1) What would happen if you maintain the status quo?
2) If your boss were to ask you why this purchase is important to the business, what would your response be?
2) If your boss were to ask you why this purchase is important to the business, what would your response be?
Love these!
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