Podcast episode
Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
30 Minutes to President's Club28 May 202438 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", " Recap what you've learned and give back by sharing a story or a very short "harbour tour demo" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Early access to The Book on Cold Calling 30MPC Training: 30mpc.com/training
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a problem, that car is going in the right direction, and you ultimately get access to power and all of these other things. So Nick, why should people listen? So your inability to structure and manage the 22 minutes of a 30-minute discovery call that come after the pleasantries and agenda that you set in the beginning but before the “next steps that you set at the end will have an outsized impact on your success as a salesperson.” And so for you to be successful in sales, you have to know how to manage and run these interactions effectively. We're going to teach you how to do it so that you do not have a rough ride as a salesperson. It's 22 minutes to President's Club today as we drive through Discoveryland, and there
If you don't get the situation from the first why, just ask why again. You might say, I'm sure something caught your eye. I'm curious. My guess is you don't take every single call with every investor that tells you to look at some thing. I'm curious what prompted you to take the call with us specifically or was there anything that seemed particularly interesting to you? “And that again will usually drop you into a situation or a problem.” That's number one. Another way that we might do this, if we're not really getting as much on the why'd you take the call, is we might try to ask about their current state, their current situation, and where they want their situation to go. If I'm doing this newsletter example, and I'm selling to me, one thing that I might say is I understand you've got this newsletter that you
Now it's worth noting that very rarely does this mean you ask one situational question, one problem question, and one impact question, especially at that problem level. You're going to linger there a little bit longer than you will at the situational level, because you want to more deeply understand the problem before just jumping right to the “impact.” So you might combine multiple of those questions together, but once you are certain that the prospect has validated and said, yes, I agree that this is a problem, that is your jumping off point to start moving toward impact once you get problem agreement. So the first way that you can get impact is through what's called an impact story.
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