Discovery Questions

How to use active listening and ask more natural questions.

Mike Gallardo
October 06, 2024 • Estimated Reading Time: 4 minutes

A discovery question strategy that most AEs don’t use.

Hey sales friends,

Hope y’all are starting Q4 strong!

If you have any questions reply to this email and let me know.

Happy to help with whatever you’re struggling with.

Now…

Let’s dive into this week’s newsletter!

The Problem

The biggest mistake I see AEs make with discovery is not actually listening to what their buyer’s are saying.

And instead…

Asking a set list of questions, no matter the situation, or what the buyer shares.

That works to some degree.

But the best thing AEs can do initially is to listen and ask questions directly related to what their buyer’s share.

Let me show you what I mean!

Example 1

Customer:

I just started at the company 4 months ago. We’re growing quickly. And I’m looking to get something in place for X because it’s been pretty difficult so far.

Potential Discovery Questions:

1. Appreciate you sharing. Now that you’ve been in the role for 4 months what would you say your top priorities are for the next 6 to 12 months?

2. Thank you Mark. You mentioned that X has been difficult so far. Can you put me in your shoes and walk me through that process? When you need to X what happens?

3. Thank you for sharing. One thing that stood out to me is that you’re growing quickly. Curious, what would you say are the top challenges you’ve experienced so far with that growth?

Example 2

Customer:

Hey Mike I’m excited to connect today I heard great things from my friend about Acme. And was hoping you could help with X.

Potential Discovery Questions:

1. That’s great! I have to ask, what exactly did your friend share about Acme that they liked the most? And are you looking to accomplish the same thing?

2. I’m excited to hear that. Do you know what they were looking to accomplish when they reached out to us or any details about what they found most valuable?

3. Thank you for letting me know. Curious, do you know if your friend was struggling with anything in particular before using Acme? Would love to know how we helped.

4. Love to hear that your friend had a great experience. Did they mention anything in particular about what Acme helped them to do?

Summary

Write down all your standard discovery questions for your first call. Usually that’ll be questions around priorities, challenges and what they’re looking to accomplish.
For your first 1 or 2 questions listen to what your buyer says and base the initial questions you ask from the details they share.
Transition to your set of standard questions after that. This will make for a much more natural and engaging start to your initial discovery.

Next Steps

Review some of your most recent discovery calls and listen to what your buyer says and the questions you ask first.

Are you asking about what they share with you or are you jumping into unrelated questions first?

Have a good Sunday and see ya next week!

- Mike G

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