We tend to focus too much on logic. The numbers. The gap.

But rarely do we ask prospects for their thoughts. People love sharing their opinions. And this engages them emotionally—a very important part of the selling process.

 came on the podcast and shared these two questions.

I usually ask them in this order. And when I did it for the first time, it completely made a VP of Sales stop in his tracks to think about it.

✅ “If there was one thing you think your team could be doing better to _________, what would it be?”

✅ “If you had to rate 1-10 how well you think your team _________, what would it be?”

Start using these questions in your next discovery call.

This week  from  also came on the podcast to talk about how he consistently crushes quota by 200%.

He ran me through an outbound process you can use to get the attention of executives.

Listen to the interview in iTunes and Spotify.

What’s your favorite discovery question?

 

Join the conversation on LinkedIn here.

Jason

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