Most salespeople are good at asking questions to send a quote or what their manager may ask during a pipeline call. Successful salespeople dig deeper.
How much thought do you put into the questions you ask prospects and customers during a discovery call? Could you do a better job of asking questions? Do you rely on the same few questions to ask during a discovery call? Or, maybe you rely on your experience and don’t ask as many questions as you should. Successful salespeople know that to forecast accurately, keep the sales process moving, and create an atmosphere of trust, they must ask insightful questions.
They take time to plan what insightful questions to ask before every discovery call. These questions create conversation, reveal opportunities, and help them understand the prospect’s perspective. Insightful questions begin with the following words:
- Tell me
- Please explain
- What if
- Help me understand
Questions that begin with these words create conversation because they lend themselves to follow-up questions and require the prospect to paint word pictures regarding their needs. In addition, these questions encourage prospects to share their knowledge, feelings, opinions, and thoughts with you that help show you care, can be trusted, and can help.
Questions are powerful. Successful salespeople also know asking questions is the best way to respond to objections. If you took the time to read this, invest the time to devise a list of 25 insightful questions you can ask on your discovery calls and start using them. You will be amazed at the opportunities you discover!