guide
30 Top-Performing Discovery Questions For Sales
Any rep can memorize a list of qualifying discovery questions or sales. Top reps know exactly which questions to ask, and how many, to spot choice buyers and improve win rates. The good news for you is that we’ve gone to the lab and scrutinized the data to bring you 30 unstoppable sales discovery questions, all broken down by the prospect’s stage in the buyer journey.
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In this guide, you'll learn about top discovery questions for sales such as:
- The right questions for every type of prospect
Some buyers have problems but they’re still not ready to fix them. Others are already building a case to present to their managers. We’ve got the right sales discovery questions to ask for whatever pain your prospect is feeling. - The optimal number of sales discovery questions
The data doesn’t lie. In this guide, we don’t just give you the right questions to ask; we show you exactly how the number of questions asked per discovery call influences success rate (hint: 20 discovery questions is too many). - Our secret to unscripted and expert questions
There’s an art to listening to prospects and adapting questions to what they’re saying in real time. Then there are the questions that only an expert would ask—the thoughtful, layered questions that get reps talking. We show you how to command both.
How to use the sales discovery questions
- Go beyond the script:
Sometimes, reps who stay on script ask all the wrong questions. We show you how to intentionally ask sales discovery questions that pinpoint the buyer’s actual pain. - Map questions to buyer stages:
A prospect in the decision stage has different needs than the prospect with active pain. And solutions development is a lot different than the evaluation stage. Use our discovery questions for sales to ask the right question for all of the principal stages. - Get the prospect talking
One-word answers don’t lead to closed deals. Period. Learn the subtle skill of signaling to prospects that you want to hear their long form answers, including any and all details they wish to share.
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