Sales Questions for Discovery - The Digital Sales Institute
Sales Questions for Discovery - The Digital Sales Institute : Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations. The goal of sales questions for discovery purposes is for salespeople to have valuable conversations with various customer profiles and adapt the company’s value proposition to the unique situation of each buyer. Great conversations should happen on purpose, not by accident. But to have conversations that win, the sales questions, messages, storytelling, marketing content, and sales skills need to work together. Sales Questions Sales Questions “In B2B selling only 3% of your market is actively buying at any given time, 57% are not ready and 40% are poised to begin.” – Aberdeen Group The above percentages support the logic