30 Minutes to President's Club | No-Nonsense Sales #515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)
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Oct 23, 2025 Discover the secrets to successful sales calls with ten powerful questions to unlock your prospect's motivations. Learn how to steer conversations towards real business pains and urgency, all while encouraging compelling storytelling. Find out how to prioritize key topics and identify additional stakeholders involved in the decision-making process. Nick shares techniques to assess urgency and align your product's features with what decision-makers truly want. Master the art of discovery and watch your sales skyrocket!
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Open With Motivation
- Ask “Why'd you take this call with me?” to hand the prospect the mic and reveal motivation.
- Use an inbound or outbound variant to surface context before diving into specifics.
Probe Motivation Behind Wants
- Don't accept desires as problems; push for the motivation behind the need.
- Ask what prompted them to look so you can surface real pain and urgency.
Offer A Big Menu Of Focus Areas
- Use a “big menu” to let prospects pick priority areas when your solution covers many use cases.
- Focus the rest of the call on the highest-priority items they name.