In this sales coaching guide on how to close more sales, we’re going to cover one of the most overlooked sales skills that can make or break the deal: asking the right questions.
Before getting into the sales coaching video trainings, let’s first establish what are sales discovery questions?
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Sales Coaching: What Are Discovery Questions?
Discovery questions can happen in two different stages of the sales process. They can happen during the qualifying phase (we call it educate) to determine whether or not a potential client is qualified. They can also happen during the demo/sales call phase (we call it enroll) to find out what is going on and pitch the right product. The diagram below shows where in the sales process discovery questions come up:
Why Are Discovery Questions So Important?
There are two reasons why learning how to properly ask discovery questions is important.
The first reason is you don’t want to waste your time with people who are unqualified.
The second reason is because if you don’t ask the right questions and get deep enough answers, you run the risk of pitching the wrong product. In fact, half of sales are lost precisely because salespeople pitch the wrong product.
In the following video, I go deeper into why it’s so important to understand discovery questions:
Examples of Sales Discovery Questions
In the following video, I share some examples of good sales discovery questions you can use the next time you are speaking with a potential client.
An important note about sales discovery questions: tone matters.
Some people come off like they are grilling a prospect. We want to avoid that. Instead, you want to be able to answer these questions from a place of being of service and genuine curiosity.
Resources Mentioned In This Guide:
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