Back
The War Room
Question
Post

What is your best discovery call question?

I haven't used this yet but been toying with incorporating "By which metrics will you measure the success of this initiative?" and was curious what other questions I may be missing.

๐Ÿ‘‘ Sales Strategy
โ˜‘๏ธ Qualification Calls
๐Ÿ“š Resource
6
BigMeech
WR Officer
+11
Coors Light Advocate
"Why not just use your current solution?" or "Why make a change?"ย 

I really want them to elaborate on the pain they are having, which leads to why they would make a change (the key "why now" metric). Especially when there is a competitor as the incumbent.

Helps weed out the tire kickers.ย 
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
The "why now" question is always a good one. Stumps some people and helps drive out the fake buyers.
BigMeech
WR Officer
+11
Coors Light Advocate
Exactly. I hate tire kickers. I basically go into every deal now TRYING to qualify it OUT as fast as I can. Unless I have a legitimate shot at winning business, I don't want to waste the time of resources on my side.
Rallier
Politicker
+9
Account Executive
"Why'd you decide to take the call today?"ย 
braintank
Politicker
+6
Enterprise Account Executive
Winner ๐Ÿ†๐Ÿ†๐Ÿ†
mistamor
Contributor
+4
VP of Sales
There isn't a best one, but I think there's the most important one:

Why?

"What's the reason you're looking into [solution]?"

Here are some others you should ask:

1. If you were to switch over to a solution, what does success look like in the first 90 days?

2. Besides us, who else are you evaluating? I'm only asking so that I can objectively point out the difference between us and them throughout the call.

3. When are you looking to implement [solution]?

poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
This is entirely dependent on the product you sell, the ICP you sell to, and even the account you are working on.

I use the GPCT-IC framework from HubSpot to run discovery, and it's never steered me wrong. Great article here with lots of example questions:ย  https://blog.hubspot.com/sales/gpct-sales-qualification

No, I don't work for HubSpot.
Ca
Cash
Politicker
+2
Account Executive
"What do you love about your current process?"

It's reverse psychology. It makes the prospect realize how broken their process really is.

They'll typically end up saying one thing they like, then go on to ramble about their pain points.
MontBlanc
Notable Contributor
+13
Senior Account Executive
I like this, what do you sell?
Ca
Cash
Politicker
+2
Account Executive
@MontBlancย thanks - I sell an automation and content management software
5
Discovery Call Tips
Advice
3
2
Slides on a discovery call
Discussion
11
Do slides on a discovery call decrease success rates?
Mi
+27
MickyT , ย  verbalzzzzzz , ย  BCD ย  and 27 people voted
*Voting in this poll no longer yields commission.
24
How many questions do you usually ask during a discovery call?
Question
45