7 Sales Discovery Hacks
Hack 1: Use the Universal Discovery Question
"Tell me more."
The best discovery question is often the simplest. When the buyer starts to open up about a problem, don’t overwhelm them with detailed questions. Instead, invite them to elaborate with "Tell me more." It shows you're listening and encourages them to share the deeper issues they’re facing.
Hack: Let the buyer demonstrate connection and trust before diving into more specific questions.
Hack 2: Share a Peer Story to Open Cold Calls
On a cold call, ask for permission to tell a quick story about another person in their role who benefited from your solution. Use this 60-second "peer story" to build trust and establish credibility before transitioning into discovery.
Hack: Try this opener: "Could I share a quick story with you about another [Title] I’ve been working with?"
Hack 3: The Question That Never Fails
"Why do you think this is happening?"
This go-to discovery question gets prospects thinking about the root cause of their problem, opening the door for you to explore how your solution can address it. It also shifts the conversation to a deeper level of understanding.
Hack 4: Don’t Play Therapist
One common myth is that you should keep asking open-ended questions like a therapist. In reality, your discovery should focus on uncovering how your solution addresses the buyer’s needs. Avoid straying too far from questions that relate to the potential usage of your offering.
Hack: Stick to discovery questions directly related to how your product can solve the prospect’s pain.
Hack 5: Use Pre-Written, Situation-Specific Questions
Effective discovery questions are not one-size-fits-all. You should have a set of pre-written, situation-specific questions designed by your team that target diagnosing the buyer’s problem and uncovering the cross-functional impact. Focus on questions that explore the negative effects of the problem on different silos within the buyer’s organisation.
Hack: Prepare discovery questions around diagnosing the problem, its impact, and potential buying vision.
Hack 6: Master Connected Listening
Don’t just listen actively—practice "connected listening." This involves summarising both the facts and the emotions of the people impacted by the problem. This deeper level of listening not only shows empathy but helps you connect more effectively with your buyer.
Hack: After summarising, confirm with your prospect: "Do I 'get' you?"
Hack 7: Avoid Premature Discovery
Don't dive into your list of discovery questions too soon. Wait until the buyer has shown you enough trust to engage in meaningful discovery. Premature discovery can lead to resistance, as the buyer feels you haven’t earned the right to ask in-depth questions yet.
Hack: Make sure the buyer's resistance to discovery has been eliminated before you start asking probing questions.
