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.
MontBlanc
What is your best discovery call question?
7
"Why not just use your current solution?" or "Why make a change?"
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.
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.
The "why now" question is always a good one. Stumps some people and helps drive out the fake buyers.
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.
Spoken like a pro. Not every opportunity is a good one.
"Why'd you decide to take the call today?"
Winner 🏆🏆🏆
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: https://blog.hubspot.com/sales/gpct-sales-qualification
No, I don't work for HubSpot.
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: https://blog.hubspot.com/sales/gpct-sales-qualification
No, I don't work for HubSpot.
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]?
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]?
"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.
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.
I like this, what do you sell?
@MontBlanc thanks - I sell an automation and content management software
Love this one. I imagine it actually catches them off guard a bit and they either say 'nothing, that's why we're thinking of changing' or they list a couple of items which you can then show you can do at least as good in a demo. Will def use this one in future!
Thanks, hope you get some good results out of this :)
Related posts
Members only
13 comments