In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time.
What problems are you trying to solve today?
- Your goal is to get deeper and to figure out the problem the prospect is trying to solve.
Why is that a particular problem right now?
- This allows the prospects to vocalize what they think the problem is.
What’s the source of that problem?
- This will help the prospects think of the source of their problem if there is any.
What would happen if you don’t do anything today?
- Ask them this question to put the decision back. Don’t use this question right off the bat. Only use it when you’ve already established some rapport.
Why is it a priority today?
- It allows you to figure out why there’s an urge to solve the problem.
Why hasn’t it been addressed before?
- This question allows you to probe deeper into the problem of the prospects.
What would a successful outcome look like in, say, for example, six months from now if we work together?
- It paints the bigger picture that you are both on the same page and that you’re already visualizing the partnership.
If you don’t choose our services today, do you have another plan in place?
What have you done in the past, and what were your primary roadblocks from that?
Have you purchased a product/service similar to what we’re offering before?
This gives you an insight into the solutions that they’ve entertained and used before.
What are the potential challenges you can foresee when it comes to getting a solution like this?
Allow them to visualize the potential roadblocks along the way. Some prospects are scared of roadblocks, but when they can visualize it, they can see where the error lies and what actions they can take to address the error.
These are all simple and great discovery questions. They might be basic questions, but these will allow you to dig deeper into the root cause to address the real problem.
“10 Powerful Sales Questions BDRs Can Use in a Discovery Meeting” episode resources
This episode is brought to you in part by Skipio.
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Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.