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What are a few open-ended or thought-provoking questions that you ask to get the prospect sharing that aren’t product related?

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2 Answers
Discovery Tactics
  1. Sarah Mercedes (Osborne)
    Sarah Mercedes (Osborne)

    HubSpot Director of Sales • 2y

    "How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?" It's so easy to confuse surface level challenges that often times only impact users as the actual "pain" that the company is experiencing. The C-Suite at your prospect's organization are only going to approve a purchase based on a strong business case tied to key business impact, not based on individual user inconveniences or preferences. If you don't have business pain, you likel ...Read More

    1,772 Views
  2. Jessica Holmes
    Jessica Holmes

    Adobe Director, Adobe Sales Academy • 6mo

    Start with questions that spark conversation about their goals, challenges, and vision—without mentioning your product or company. These questions work best when you have time and space for thoughtful dialogue, like in a one-on-one call or a dinner meeting. Avoid asking big, reflective questions when you’re pressed for time or in a large group where the conversation can easily get sidetracked. The goal is to give your customer room to think and share—because these questions build trust and uncov ...Read More

    495 Views

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