First impressions are everything. That first conversation can be the difference between closing a sale and burning a professional bridge. Structure is everything, but it’s common to come up blank in the moment. By using these must-ask questions to prepare for your next discovery call, you can rest assured knowing you have what it takes to seal the deal!
Question 1: “Tell me about the biggest challenges you'd regret not solving in six months when it comes to [X-area].”
This question is designed to help potential clients focus on their most pressing issues and the impact of leaving them unresolved. While they might give you the basics without asking, this question allows them to dig deeper.
When asking this, pay close attention to the specifics they share about their ongoing projects, daily operations, and any hurdles they're encountering. This will give you a comprehensive view of their situation and highlight where your expertise can be most beneficial.
The discovery call is exactly for understanding your prospect's most critical challenges! The six-month expectation guideline is also useful for building a mental timeline of how quickly they expect things to move forward.
Question 2: “What's going on in the business that's driving [what they shared] to be a priority?”
Once you ask this, your prospect might give you a bit of a nervous laugh. This is a good thing, because it means you’re getting down into the nitty-gritty. By understanding the real reasons behind their challenges, you can address their core issues rather than just the symptoms.
Having a deeper understanding of the client’s troubles can give you background as to why they’re willing to spend money right now instead of waiting or even investing sooner. It’s timely, and it uncovers the motivations behind their willingness to invest in solutions.
Question 3: “What metric is suffering most as a result of that?”
Now that you’ve uncovered the foundations of your prospect’s problems, it’s time to dive deeper. That’s right, let’s whip out the numbers! By making your client confess aloud what exactly is hurting them, it makes them realize the extent of their issues (and the extent to which you can help them solve those issues).
Discuss their short-term and long-term goals. How do they measure success? What are their key performance indicators? Understanding their aspirations allows you to present your B2B service in a way that aligns with their strategic objectives.
Question 4: “What's driving you to solve all this now rather than later?”
Timing is everything. You have to get inside their heads and determine what is currently driving them to action. Once you understand it, you can capitalize on it.
It’s also helpful in determining how ready they are to make the jump and be receptive to your sale. Their answer to this will reveal their level of urgency and whether or not you’ll expect to continue working on winning them over.
Building Your Own Discovery Call Roadmap
Not every discovery call is going to be a win. Sometimes, there’s a disconnect, and other times, there simply isn’t a match. But, each and every call will have a lesson to be learned that can be used to improve in the future.
Take your time when these calls are through to document what worked, what didn’t, and what can be used again. While these common discovery call questions can help with your preparation, they’re just the beginning. After you gain more experience, you’ll have your B2B service sales strategy revised to perfection in no time.