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?
Why is that a particular problem right now?
What’s the source of that problem?
What would happen if you don’t do anything today?
Why is it a priority today?
Why hasn’t it been addressed before?
What would a successful outcome look like in, say, for example, six months from now if we work together?
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
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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.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.