We like your solution but now isn’t the right time

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3. Novelty: Fill-in-the-blank questions have an element of novelty to them. They aren’t the same standard set of discovery questions your customer’s been bombarded with by EVERY other seller. You may even get a, “that’s a really good question” when you ask it! With the open-ended discovery question builder, you put your customer in a position of control and they can take this control and run in any direction they like. This makes the process of revealing their problems significantly more fun than answering, “What are your problems and what support do you need?” or the dreaded, “What keeps you up at night?”.



The questions you ask during discovery motion are, of course, just one piece of the puzzle. Other factors like how you ask questions (i.e. tone, body language, etc.), the order you ask them in, and how you listen to answers also significantly impact the success of discovery conversations.

But at the very least, arming yourself with this powerful benin telegram data open-ended discovery question formula will set you up for vastly greater sales success!

Despite dealing with economic and geopolitical curveballs for the past few years, uncertainty in the market shows no signs of slowing down. And as layoffs, inflation, and recession talk loom, buyers continue to anxiously shift budgets, headcount, and growth plans, causing salespeople to be hit with objections like:

“Our CEO is asking us to cut costs wherever we can.”
“The business case makes sense but I can’t get leadership to buy in.”
That’s leaving sales leaders and reps alike struggling to figure out:

Which customers and prospects they should be spending time with
How to create a high-conviction case for why customers should invest NOW
How to stay top of mind and well-positioned to continue the dialogue when the storm passes.
In the past, I’ve shared tips to connect with buyers during times of adversity through empathy, personalizing and prioritizing outreach, and allowing buyers to say ‘no’. Here I share a more comprehensive narrative for navigating discovery conversations with prospects during times of uncertainty.