Sep 2 • General discussion
Stop Solving the Wrong Problems
Earlier today, I was on a call with one of my sales reps and one of their prospects. During the call, the prospect said they needed "better reporting capabilities." Most reps would have immediately launched into a demo or would start spewing off our reporting features.
Instead, my rep asked: "What decisions are you trying to make that you can't make with your current reports?" I smiled. Instead of biting at the initial stated problem, they asked a follow up discovery question to get to the heart of the REAL problem.
What they discovered:
- The real issue wasn't reporting - it was that their team was making gut decisions without data
- They were losing deals because they couldn't identify which leads were actually qualified
- The CEO was frustrated because no one could explain why revenue was inconsistent
The lesson? Surface-level problems are rarely the real problems.
My go-to follow up discovery questions:
- "What's the impact of this problem on your business/department/team?"
- "How are you handling this today, and what's not working?"
- "What's driving your interest in . . . .?"
- "What happens if this doesn't get resolved in the next 6 months?"
Here's the thing: People don't buy solutions to problems they mentioned casually. They buy solutions to problems that keep them up at night. Asking clarifying discovery questions will help you get to the real issue which will reduce their objections in the future and will increase your closing rate.
Now, getting them to relate a personal experience or story related to the real problem brings emotion into play. Real problems + personal emotions = Strong buying desire.
Question for everyone: What's your favorite discovery question or follow up discovery questions that always uncovers the real issue?
Drop it below - I'm always looking to add to my toolkit!
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Stop Solving the Wrong Problems
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