Read time: 3 mins

A big thing that I struggled with when I first became an AE was with discovery.

“How do I ask those higher level questions?”

“How do I dig deeper into potential problems a customer might be facing?”

What helped me overcome this was: Reversing the Questions

Ex.

When a customer asks you a question during a call like:

“Does your platform integrate with [x]?”

🔴 Don’t immediately respond with Yes and leave it there.

🟢 Use this as an opportunity to run more discovery.

“Yeah totally, Any reason you ask?”

Potential answer - “We’re evaluating multiple different platforms, and those without a powerful integration will definitely score lower than the rest…”

That’s much more insightful, than answering “Yes” and moving on.

More examples:

• Great question, What makes you ask that?

• Yeah we could do that, What did you have in mind?

• I apologize, I’m not sure I understood the question, can you expand a little bit more on that?

SDRs and AEs can use this. SDRs use this once you get into a conversation with a prospect. Works well.

The key is practice.

This Weeks Resources.

PDF linked below that has around 99 discovery questions you could use!

Hope it helps.

P.S. What’d you think of this weeks newsletter?

1. Hit reply to let me know. 👀 

2. Any suggestions for future editions? 💭 

Cipriano Martins Sales Synergy