The Best Sales Newsletter

June 30th, 2024

A Mike G Production

Song of The Week:

Finally Moving by Pretty Lights.

Agenda:

1) Discovery Questions

A bunch of great questions you can (and should) ask on discovery calls and demos to make your conversations better.

2) A Quick Video

A quick video from yours truly going over this week’s topic in more detail.

Discovery Call Questions

Here are some great questions you can ask on your discovery call:

1. "Typically CXOs I speak to have the following priorities... [insert priorities] is that the same for you or is something more important at the moment?"

2. "Hey Jill, it really stood out to me when you said X, can you share more about that?"

5. "Hey Jill, thank you so much for sharing. Here's what I'm hearing so far... [insert summary] did I get everything correct?

6. "Is there anyone else on your team that's impacted by [insert challenge]?"

7. "I imagine you're speaking to multiple vendors to solve this. What would you say is your decision criteria for who you chose to partner with?"

8. "You mentioned X was a challenge. Can you elaborate?"

9. "Can you walk me through your process for X step by step? When you need to X what happens?"

10. "Hey Jill, looks like we're in a great position to help with X, based on that do you mind if I make a recommendation for next steps here?"

Demo Questions

And some great questions you can ask on your demos:

1. "What was running through your mind as I was sharing that?" Great question to ask after showing an important feature.

2. "If you were to rate this demo on a scale of 1 to 10. What would it be?" Ask this at the end of the demo to get a pulse check on how things went.

3. "Curious, what made you score the demo that high?" Ask this to learn specifics of what they value. Can be different from what you think is valuable.

4. "And what would it take to score higher?" Ask this to learn if there are any gaps or anything they thought was missing or could be better.

5. "Before I show you how to X can you walk me through your process step-by-step?" Great question to ask before showing a key feature so you can really compare and contrast.

6. "When you need to X what happens?" Great process question for learning their step-by-step process for key workflows.

7. "Who else on your team would benefit from being able to X?" Ask this to multithread. Ideally, you do some research ahead of time and can drop some names in there.

Video

A quick video about my favorite questions from the list above.

Alright, that’s it for me my friends!

See y’all soon!

- Mike G

When you’re ready…

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