There are no right answers to questions that are never asked.
It’s like the old basketball adage: You miss 100% of the shots you don’t take.
It’s been said that 90% of getting the right answer is asking the right question.
I’m going to modify that statement to make it more precisely applicable to sellers.
100% of getting the right answer is asking the right follow-up questions.
100% of understanding the right answer is asking the right follow-up questions.
Yes, all sellers have their lists of favorite discovery questions. Questions that have been asked a million times.
Assuming that the seller has done a decent job of earning some trust with the buyer, then those scripted questions will yield about 90% of the discovery information you need.
However, it’s that missing 10% that makes all the difference. That 10% is the difference between knowing something about the buyer’s needs and truly understanding the buyer and their most important requirements.
Understanding is where you learn whether you have a truly qualified prospect. Understanding is where you really learn what’s driving the buying decision.
Great follow-up questions uncover where the gold is buried.
Two examples of great follow up questions include:
So make sure you don’t hurry through discovery. Don’t be in such a rush that you close yourself off to the possibility of asking the great follow-up question.
Great follow-up questions can put you on the winning path because you’re showing a level of interest in truly understanding your buyer and their concerns that your competitors haven’t.
Bestselling author of Amp Up your Sales and Zero Time Selling, Andy Paul is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. With more than 170,000 followers, Andy is a highly sought-after speaker and sales sage who interviews the world’s foremost sales minds and extraordinarily interesting people to bring you strategies and insights that you can use to generate epic wins and massive value.