I could [INSERT GOAL] in [INSERT TIME HORIZON]

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When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! In other words, how choosing the right questions can help you avoid “politely interrogating” your buyers and encourage them to open up about the pain points, business goals, and solutions you’re after.

In my book and on this blog, I’ve spoken about the types of discovery questions that buyers like answering the most (according to science).

But there’s one particular open-ended discovery question that I always recommend to my clients. And the best part is, you can actually build your own version of this question from scratch using a tool I call my “open-ended discovery question builder”.

The reason why this strategy works so well is because it’s so simple, yet it ticks the boxes on the three most important elements of a good discovery question:

Focus: they help you get to the heart of the problem
Alignment: they help determine if you can actually help them
Novelty: they sound different and are fun to answer!
Let me share the formula with you first, then I’ll break down why it’s so impactful.



Open-ended Discovery Question Builder
The formula for building your own version of this question austria telegram data is simple. You ask your customer to finish this sentence:




Step 1: based on the information you’ve gathered from the customer thus far and the context of your discussion, fill in the first blank with an outcome they’re trying to drive. For example:

“sell more software”
“work better with other departments at our company”
“deliver better customer service”
“vastly improve the security of our network”
“engage our remote employees”