“Here’s my favorite discovery question…”
We see posts like this frequently, but they lack context about when, how, where, and why to use the question!
When should it be asked?
Should it be asked at the beginning of discovery, somewhere in the middle, or at the end? Is it a key element in a specific flow?
How should it be asked?
Is it a simple question about demographics, or seeking to understand a prospect’s workflow, or uncovering key elements of value or culture?
Is it best framed with an analogy, metaphor, or supported with a story?
Where should it be asked?
Is it dependent on location or similar factors (e.g., face-to-face vs online)? In the prospect’s office vs a conference room or other location?
And why should it be asked?
What is the purpose behind the question? Is it pure query or does it offer a quid pro quo?
Let’s take two examples of some of my favorite discovery questions.
First is, “Anything else?”
Of course, this needs to follow a prospect’s response to another question! It is a great way to generate a list of wants and needs, using this simple prompt. (Thanks, Mike Bosworth, who first taught its use!)
Second example: “Is there anything I haven’t asked that I should be asking?”
Clearly, this is a question to use just before the Wrap Up section of your discovery call. It is a terrific way to uncover something you hadn’t considered! Alternatively, it may confirm that you’ve got everything your prospect wants you to know.
Methodology provides explicit guides to know Why, When, Where, What, and How to approach elements of discovery!
Example Methodology Resources:
“Anything else?” – See page 82 in Doing Discovery
“Is there anything I haven’t asked that I should be asking?” – See page 135
And for more on the importance and use of quid pro quo see page 199 in Doing Discovery here:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Great Demo! Third Edition:
https://www.amazon.com/dp/B0C9SNKC2Y/
Suspending Disbelief:
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