Discovery: asking the right questions

Intermediate⏱ 12 min

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Great salespeople ask more than they talk. Learn a discovery structure that uncovers needs, urgency and decision process.

In this lesson you’ll learn to

• Open — introduce yourself, confirm why you are calling, set an agenda.

• Discover — understand their situation, problem and goals.

• Present — show how you solve their specific problem.

• Handle concerns.

• Close — agree a clear next step.

• “What made you look into this now?” (trigger)

• “What is happening today with…?” (situation)

• “What is that costing you?” (impact)

• “What would a good result look like?” (goal)

• “Who else is involved in deciding?” (process)

• “When would you want this sorted?” (timing)

Use their words back to them. Take notes. Ask follow-ups: “Tell me more about that.”

If it is not a fit, say so — it saves ti

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