The Pitch
Establishing genuine connections with prospects is more critical than merely creating superficial rapport. High-value questions not only show that you are genuinely interested in the prospect's business but also encourage them to share their needs and challenges more openly. According to a study by Forrester, 77% of buyers believe salespeople don’t understand their business issues, which highlights the importance of asking thoughtful, relevant questions.
High Value:
- What's on your mind today?: This question invites the prospect to share their immediate thoughts and concerns, setting the stage for a focused and relevant discussion.
- What are you hoping to accomplish in the next few months?: By asking about their future goals, you show interest in their strategic plans and how you can assist in achieving them.
- What is happening in your business right now?: This question helps you understand their current situation and any pressing issues they might be facing.
- How are you solving for [specific problem]?: Inquiring about their approach to a specific challenge demonstrates that you are thinking about their needs and can provide tailored solutions.
Low Value:
- How is the weather?: While it’s a common icebreaker, it lacks relevance and depth, often failing to engage the prospect meaningfully.
- Where are you right now?: This question can seem intrusive or irrelevant, detracting from the professional focus of the call.
- How about that game last night?: Sports talk can be polarizing and may not resonate with everyone, potentially alienating some prospects.
- How are you?: This generic question usually leads to superficial responses, missing the opportunity to delve into more significant topics.
Connection > Rapport. Be meaningful and intentional about how you engage, it can make the difference.
Pro Tip (From My Friend Ben Z.): Share your answer to give someone permission to do the same: Sharing your perspective first can create a more comfortable environment for the prospect to open up, fostering a deeper and more honest conversation.
So What?
Focusing on high-value questions during discovery calls helps build stronger connections and provides insights that are crucial for tailoring your solutions to the prospect's needs. This intentional approach not only enhances the quality of the interaction but also positions you as a thoughtful and engaged partner.
Next Steps:
✅ Review your current discovery questions and remove any low value ones.
✅ Replace low-value questions with those that elicit meaningful responses.
✅ Practice sharing your answers first to encourage prospects to open up.
Closed Won!
Elevating the quality of your questions can transform your discovery calls and lead to more productive and insightful conversations. What other questions have you used that engage? Share your experiences and let's discuss how to make our discovery calls more effective. What techniques do you use to engage your prospects meaningfully? Leave a comment or question below, let's help move those deals to "Closed Won!"
