25 discovery call questions
TRANSCRIPT
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Closing calls are sexy.
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They’re the callswhen deals are made …
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They’re the callswhen deals are made …
contracts get signed …
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They’re the callswhen deals are made …
contracts get signed …
and you earn yourpaycheck.
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But discovery callsare the most important.
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They’re where you understand the details of a prospect’s situation that
will make or break a sale.
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Here are HubSpot sales director Dan Tyre’s25 go-to questions that he asks on discovery
calls.
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1
Tell me about your company.
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2
Tell me about your role. Whatdo you do day-to-day?
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3
What metrics are youresponsible for?
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4
Tell me about your goals(financial, customer-related,operational).
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5
When do you need to achieve these goals by?
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6
What problem are youtrying to solve?
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7
Are you having problemsin [area as relates tothe product]?
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8
What’s the source ofthat problem?
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9
Why is it a priority today?
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10
Why hasn’t it beenaddressed before?
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11
What do you think could be a potential solution? Why?
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12
What would a successfuloutcome look like?
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13
If you didn’t choose a product, do you have a plan in place to address this problem?
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14
What are your primaryroadblocks to implementing this plan?
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15
What’s your timeline forimplementation?
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16
Is this problem funded?
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17
Whose budget doesthe funding come out of?
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18
Is the budget owner an“executive sponsor”?
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19
Who else will be involved in choosing a vendor?
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20
Do you have written decision criteria for choosing a vendor? Who compiled these criteria?
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21
Have you purchased a similar product before?
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22
Is this a competitive situation?
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23What’s the process for actually purchasing the product once you decide on it? Are there legal or procurement reviews?
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24
What are potential curve balls to the sale?
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25
How can I help make this sales process easy?
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FOR SALES TIPS DELIVEREDSTRAIGHT TO YOUR INBOX,
SUBSCRIBE TO THE HUBSPOTSALES BLOG.
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Discovery calls should surface a sales opportunity or disqualify a prospect.
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WITH THESE 25 QUESTIONS,YOU’LL BE ABLE
TO RUN PERFECT CALLS
EVERY TIME