The sales discovery conversation is a two-way conversation and an essential part of the lead qualification process. Even though lead qualification can be done through an email exchange, it is by far more effective to do it in person or over the phone. During a sales discovery conversation the sales agent should ask specific questions to understand the lead’s pain point, business, budget, and overall needs.
QUESTIONS TO IDENTIFY PROSPECTS’ NEEDS AND CHALLENGES
To sell like Sales Professional, don’t just ask what prospects are interested in buying. Instead, start with broad questions that can get them to divulge information about their industry and the challenges they’re facing, while simultaneously building a relationship. Your prospects are likely to reveal valuable information about their company, industry and specific pain points that can help you (1) see if they are qualified, and (2) build rapport
QUESTIONS THAT DEFINE BUDGET, AUTHORITY AND TIMELINE
When you’re selling to companies, there are always a lot of details you’ll need to uncover in order to further qualify leads and facilitate deals. You’ll need to uncover who the stakeholders are in each deal, whether your prospect has budget, whether they are under contract with their current vendor, and when they are looking to implement change. Knowing these details and others will help you build a better strategy.
QUESTIONS THAT HELP PROSPECTS ENVISION A BETTER REALITY
Before closing, it’s important to help your prospects focus on the value of your solution. There are always a lot of logistics in B2B sales: pricing, implementation costs, technical requirements, etc. But once your prospect is convinced that your solution can truly add value, those logistical concerns are far easier to work out. So instead of simply asking prospects to discuss their issues, also ask some questions that inspire them to imagine a cure for their pain points. Empower your prospects to imagine the better world that is waiting for them.
A SIMPLE MIND MAPPING DURING A DISCOVERY MEETING
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