The Audible-Ready Sales Podcast Discovery Questions You Don’t Want to Forget
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Dec 3, 2024 John Kaplan, an expert in sales discovery and processes, shares invaluable insights on effective questioning techniques to unlock customer needs. He emphasizes the importance of thoughtful questions like, "Can you walk me through your current process?" and discusses how to engage clients meaningfully. Kaplan also explores the link between business pain and financial impacts, helping sales professionals create urgency and drive decision-making. This conversation is a treasure trove for anyone looking to enhance their sales strategy.
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Ask About Current Process
- Start your discovery by asking the customer to walk you through their current process.
- This opens the floor for the customer to share how they currently work, revealing valuable context and potential pain points.
Start With What Works Well
- Follow asking about the process with a question on what is working well in that process.
- This encourages customers to reveal positives and naturally leads them to discuss challenges.
Ask What’s Not Working
- After discovering what works, ask gently about what's not working or what challenges exist.
- This question helps transition into discussing pain points without being negative upfront.