DISCOVER Questions™ Get You Connected: for Professional Sellers

To get the most information and provoke the most thought, sellers should also use command statements.

The most effective way to sell is by meeting buyer needs. Questions like this do not reveal buyer needs and are not effective in spotlighting how a seller can uniquely meet a buyer’s needs.

Sellers over-rely on leading questions with obvious answers because they misunderstand their own role.

Asking questions and listening actively to the responses is an investment of time, not a waste of time.

Creating value goes further. It requires identifying what would be of value to an individual buyer and then finding or making a way for that unique value to be realized. Unlike added value, created value is original and unique to the one buyer it suits.

At a minimum, at all times, a seller should know the following: § What the buyer’s top priority is within their buying role. § What the buyer is motivated by in his or her personal life. § What the buyer values about the seller’s product. § What the buyer values about the seller and the seller’s company. § What recent changes may influence what is

“It’s my intention to only offer you products that can help you achieve your goals or overcome your business challenges. It would be presumptuous for me to offer you anything without first learning more about your current needs. So I’d like to interview you and learn about your business needs.”

Examples of Solution Questions Broad Needs, For Use Early in the Needs Assessment § What do your customers ask you to do differently? § If you could start all over again, knowing then what you do now, what would you do differently? § What alternatives have you already considered? § Describe your “Plan B” and how you’ll adjust if your current plan i

Some of the ways buyers report sellers have made them feel appreciated or special include: § The seller took an extra measure of care to check a detail, make a call or follow through on something I was concerned about. § The seller anticipated my needs, responding with ideas or asking questions I hadn’t even thought of yet. § The seller asked me ab

Of all eight types of DISCOVER Questions®, Value Questions are, in my estimation, the most important to understand and routinely use. For sellers with a true intent to understand their buyers’ needs, Value Questions will become a part of nearly every sales encounter