Discovery Flashcards
Why is it important to be good at asking questions in sales?
The better you are at asking questions, the better you’ll be at selling. Don’t stop questioning until you clearly understand their problem.
What question should you always end a discovery call with?
“Feels like [X problem] is the main priority for you right now. Is that right?”
How does doing more discovery calls benefit you?
It improves your discovery skills, as discovery is a key part of sales. It’s a continuous process throughout the entire sales cycle, not just a one-time event at the start of a demo.
How should you build trust and credibility in the intro?
‘I’ve been in the document creation industry for several years now specifically working with [persona you’re speaking to] to help them solve consistency / collaboration / efficiency issues in doc creation. I’ve supported companies such as XYZ through this process.
How should you set the agenda for a sales call?
Clearly outline the steps:
Learn about the prospect.
Determine if you can help them.
Dive into a demo if applicable.
Align on mutual next steps.
How do you transition into asking questions during a sales call?
Reference previous interactions or challenges mentioned:
“You spoke to my colleague about [X challenge], shall we start there?”
“You replied to my email about saving time on deliverables. Tell me why that sparked interest.”
What does the SPIN framework stand for in sales questioning?
Situation
Problem
Implication
Need-Payoff
How should you structure your questions using SPIN?
Start with the most likely problem, go deep into it using SPIN questions. If it’s not the main issue, move to the next likely problem.
How do you ensure you address the prospect’s main problem during a demo?
Align on the top problem by asking, “Feels like [X problem] is the main priority for you right now. Is that right?”
How do you establish authority in sales?
Show that you know the solution to their problem, you are the product expert. Build this authority early in the conversation.
Why should you always send an agenda before a sales call?
It keeps the meeting on track and prevents the prospect from raising unrelated topics like price too early.
Why is it important not to sell back too early?
Ensure you have thoroughly explored all lines of questioning and identified the main pain point before jumping into the sales pitch.
What is the importance of having mutual agreements in place?
It ensures the prospect is committed to the relationship and provides a clear reason for the next step.
Should you ask about price / affordability in the discovery?
Yes. Bringing the conversation of budget up early is important for the discovery. Double check they have budget
What is a killer question you must ask before leaving the discovery?
Where do you want to get to in the next 5 years?
What’s the dream state for you here?
