Sales Discovery Process: Key Questions to Ask Prospects

Name: Sales Discovery Process: Key Questions to Ask Prospects
Uploaded: 2023-08-09 23:32:53
Description: Asking clarifying and probing questions in sales is crucial for uncovering prospects' true problems, emotions, motivations, and challenges, ultimately increasing the likelihood of them wanting to make a change and finding a solution.

This article is a summary of a YouTube video "What Questions To Ask Prospects During The Sales Discovery Process" by Jeremy Miner

TLDR Asking clarifying and probing questions in sales is crucial for uncovering prospects' true problems, emotions, motivations, and challenges, ultimately increasing the likelihood of them wanting to make a change and finding a solution.

Key insights

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Asking clarifying and probing questions is crucial in sales to uncover the true problems and root causes that prospects are facing.
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Asking probing questions that tap into potential customers' emotions can create a sense of urgency and increase the likelihood of them wanting to make a change now.
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Asking the prospect to clarify what they mean by a certain emotion, such as "how do you mean by stress," can help deepen the understanding of their needs and frustrations.
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Pausing after asking a question can prompt prospects to think deeper and provide more thoughtful responses.
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Asking prospects what originally led them to their decision can provide valuable insights into their motivations and priorities.
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Asking prospects "what would it mean for you to be able to solve this problem" helps uncover their motivations and the potential benefits they see in finding a solution.
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Asking prospects about what hasn't worked for them so far can provide valuable insights into their challenges and pave the way for offering a solution.