Ah, the intricate world of the sales call! We’ve all been there—those nerve-wracking meetings where, despite all our preparations, we find ourselves talking at the prospect rather than engaging in a meaningful dialogue with them. We’ve laid out what we believe to be the perfect solution, presenting every feature and benefit, and yet, there’s a palpable disconnect. You see the blank stares, the quick glances exchanged between sales team, members, and the incessant tapping of a pen on the table. Why does this happen? Often, it’s because we’ve missed a crucial step in the sales process: understanding our prospect’s real needs and desires.
Now, I know what you might be thinking. “I’ve done my homework. I know my target audience.” And while that might be true, there’s a distinct difference between understanding an audience in general and truly grasping the unique challenges and aspirations of an individual or a company. This is where sales discovery questions come into play.