By creating more transparency

[Shishirgano9]

Now that sounds more fun! As leaders, we all want our teams to be top performers but the reality is, sales is never that easy, especially during periods of economic uncertainty. Regardless of your position or tenure in sales, it’s important to remind yourself and your team members that YOU ARE NOT YOUR QUOTA! So much talk and focus around revenue and quota attainment can lead people to believe that’s all that matters.



And when attainment wavers, it can hit reps and leaders alike right in their ego. into how decisions are made, driving team accountability for the number, and focusing on the right leading indicators, you’ll set yourself up for success in the year to come. 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.