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25 Discovery Call Questions
The document emphasizes the importance of discovery calls in the sales process, where understanding a prospect's situation is crucial for closing deals. It lists 25 essential questions from HubSpot sales director Dan Tyre that can help sales professionals effectively gather information during these calls. The aim is to identify sales opportunities or disqualify prospects, ensuring successful outcomes.
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25 Discovery Call Questions
- 2. Closing calls aresexy.
- 3. They’re the calls whendeals are made …
- 4. They’re the calls whendeals are made … contracts get signed …
- 5. They’re the calls whendeals are made … contracts get signed … and you earn your paycheck.
- 6. But discovery calls arethe most important.
- 7. They’re where youunderstand the details of a prospect’s situation that will make or break a sale.
- 8. Here are HubSpotsales director Dan Tyre’s 25 go-to questions that he asks on discovery calls.
- 9. 1 Tell me aboutyour company.
- 10. 2 Tell me aboutyour role. What do you do day-to-day?
- 11. 3 What metrics areyou responsible for?
- 12. 4 Tell me aboutyour goals (financial, customer-related, operational).
- 13. LIKE WHAT YOU’REREADING? FOR MORE CONTENT LIKE THIS, SUBSCRIBE TO THE HUBSPOT SALES BLOG SUBSCRIBE
- 14. 5 When do youneed to achieve these goals by?
- 15. 6 What problem areyou trying to solve?
- 16. 7 Are you havingproblems in [area as relates to the product]?
- 17. 8 What’s the sourceof that problem?
- 18. 9 Why is ita priority today?
- 19. 10 Why hasn’t itbeen addressed before?
- 20. 11 What do youthink could be a potential solution? Why?
- 21. 12 What would asuccessful outcome look like?
- 22. 13 If you didn’tchoose a product, do you have a plan in place to address this problem?
- 23. 14 What are yourprimary roadblocks to implementing this plan?
- 24. 15 What’s your timelinefor implementation?
- 25. 16 Is this problemfunded?
- 26. 17 Whose budget does thefunding come out of?
- 27. 18 Is the budgetowner an “executive sponsor”?
- 28. 19 Who else willbe involved in choosing a vendor?
- 29. 20 Do you havewritten decision criteria for choosing a vendor? Who compiled these criteria?
- 30. 21 Have you purchaseda similar product before?
- 31. 22 Is this acompetitive situation?
- 32. 23 What’s the processfor actually purchasing the product once you decide on it? Are there legal or procurement reviews?
- 33. 24 What are potentialcurve balls to the sale?
- 34. 25 How can Ihelp make this sales process easy?
- 35. FOR SALES TIPSDELIVERED STRAIGHT TO YOUR INBOX, SUBSCRIBE TO THE HUBSPOT SALES BLOG.
- 36. Discovery calls shouldsurface a sales opportunity or disqualify a prospect.
- 37. WITH THESE 25QUESTIONS, YOU’LL BE ABLE TO RUN PERFECT CALLS EVERY TIME
- 38.