Sales POP - Purveyors of Propserity
3 Types of Discover Questions a Salesperson Can Utilize Right Now
Off the Cuff / For Sales Pros / Oct 5, 2017 / Posted by Deb Calvert / 409 

3 Types of Discover Questions a Salesperson Can Utilize Right Now

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Off the Cuff Interview Question: What are 3 types of DISCOVER Questions® that a salesperson could utilize right now to improve their sales?

DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes… only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes: gathering data (D), identifying desired outcomes (O), and magnifying consequences (C). That means there are five types of questions most sellers seldom ask.

Sellers who want to be differentiated and are looking for way to instantly create value for their buyers learn to use these five types of questions, too. When they do, they gather information faster and zero in on sales opportunities efficiently and effectively.

Buyers respond favorably to these additional question types. They consider sellers who ask these questions to be more engaged and more trustworthy. They are more likely to buy from sellers who ask a variety of purposeful questions.

Three types of DISCOVER Questions you can utilize immediately are:

Value Questions (V in the acronym). These questions help you pinpoint what matters most to your buyer so you can craft solutions to deliver on the needs that are most urgent and pressing. Example: Of the needs you’ve described, which one is your top priority?

Rationale Questions (R). These questions help you (and your buyer!) understand what drives decisions, who will be involved in making decisions, and the process for decision-making. Buyers often say that these questions are very valuable in giving them clarity they need to move forward. Example: What are the criteria you’ll use to select a vendor?

Solution Questions (S). These are questions that plant seeds and open discussions. They help you get an early read on potential objections, too. Buyers enjoy the brainstorming and idea generation these questions stimulate. Example: What are your thoughts about expedited delivery options?

Wondering what the I and E stand for in DISCOVER Questions? You can get a copy of the book on Amazon and learn more about all eight purposes for asking questions, plus the 20 years of buyer research and field observations behind this proven model for creating value and advancing the sale.

Pipeliner CRM empowers salespeople to ask the right questions, too. Download a free trial now.

About Author

Deb Calvert is one of Treeline's "65 Most Influential Women in Business," a Top 50 Sales Influencer, and a UC-Berkeley instructor. Deb founded The Sales Experts Channel and offers sales training, coaching and leadership development programs. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, was named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.” Her new book, Stop Selling & Start Leading, is now available for pre-order.

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