Discovery questions are used to uncover information and truly understand a customer’s functional needs. Good discovery questions will help you gain access to your customer’s pains.
The purpose of this Sales Tool is to help you capture and organize your best discovery questions so that you are able to gain information and help your customer make progress.
Discovery questions are designed to be wide-ranging in scope in order to help your customer consider context and are required actions for making progress.
In the example below, notice how the scope of the question starts large and then narrows down to specific issues the person is facing.
Example Discovery Questions
- What are the main reasons people do business with you and your company?
- As you think about tackling this challenge, what are your main needs?
- What two or three things might get in the way of this project?
- You are seeking a solution in order to do what?
- What will success look like for this effort?
- Why are you addressing this issue now?
Your Discovery Questions
- What was the most difficult time in growing your business?
- How did you feel about your clients views?
- Did you always agree with your clients?
- Have you ever changed a clients mind in a beneficial way?
- Have you ever changes a clients mind in an unhelpful way?
- Do you allow your clients to know the range of your abilities?
- How do you connect with your clients?