Daily Sales Tips 1869: The 3 Best Discovery Questions - Krysten Conner
Jan 17, 2025
Krysten Conner, a sales expert with experience at Tableau, Outreach, and Salesforce, shares her insights on creating a positive buying experience. She discusses the importance of the discovery phase in sales and introduces the EMT framework to uncover buyer pain points. Krysten emphasizes that when buyers feel supported, they are more inclined to engage. Tune in for practical tips that can enhance your sales strategy and foster a better connection with potential clients.
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The EMT Framework
- Use the EMT framework for discovery calls: Excavate pain, Match urgency, and Teach them to buy.
- This framework helps address the tension between buyer and seller information needs.
Menu of Pain
- Present common customer problems as multiple-choice options instead of open-ended questions.
- This builds credibility and encourages buyers to share deeper insights by correcting you.
Deep Dive into Pain
- Go beyond surface-level pain by asking second and third-level discovery questions.
- Explore the broader impact of the problem on different teams, the business, and key executives.