25 discovery call questions to guarantee closing success

What are the best discovery call questions?

The best discovery call questions are open, focused prompts that help sales reps learn a prospect’s goals, challenges, and needs so they can offer the right solution.

• They uncover what the prospect really wants and worries about.
• They build trust and rapport early in the sales process.
• They move prospects further along the sales pipeline toward a close.

In business-to-business (B2B) deals and partnerships, two companies need time to understand each other. One common way to do this is a phone call with strong discovery call questions. So this guide shares 25 questions you can use to run a better call and close more deals.

What is a discovery call?

Simply put, a sales discovery call is the first talk a B2B sales rep has with a prospect. It is a common way to spark interest in a product or service. It also helps you build rapport at the start of the buying process.

As the name implies, it is a chance to learn more about the prospect’s needs and goals. In turn, this helps your sales team gain insight, convert leads, and win more deals. So instead of a generic pitch, a rep can use what they learn to solve the prospect’s biggest challenges. As a result, an effective call moves prospects deeper into your sales pipeline. To fill that pipeline in the first place, see this guide on appointment setting.

What are discovery call questions?

Discovery call questions are a set of prompts that B2B sales reps raise while they talk with a prospect. They let reps assess what to discuss during the deal. Further, these questions help them gauge how far to push the pitch. Done well, they can shape a client’s decision and help teams close more deals.

Discovery call questions to guarantee sales process success

Use this list as your guide to a successful sales journey. It works well whether you run inbound or outbound sales.

Question #1: What is your typical day at work like?

Discovery calls help you gauge the prospect’s current status. So you can build on the answer with follow-up questions that keep the momentum going.

Question #2: What are your business goals, both short and long-term?

As a sales pro, ask this in a casual tone to build familiarity and rapport. This helps you find common ground on goals and objectives.

Question #3: How can we help you achieve your goals?

When paired with the last question, this one gets the prospect to open up about working with you. In addition, you can use it to show your past wins in meeting client goals.

Question #4: Tell me about a time when you onboarded a major client.

These questions should spark a compare-and-contrast talk. So this one can complement your question on company goals. Based on the answer, you can suggest a service or product that smooths their onboarding.

Question #5: What is the most important role in your team/department?

This question shows if any roles need support from a service or product. As a result, it opens a gateway to a deeper talk and a sales chance.

Question #6: Tell me about your greatest challenge.

This builds familiarity between the rep and the prospect. It makes them comfortable, since you show you understand their challenges. Then you can upsell a service if it is the right fix.

Question #7: How would you describe a perfect department?

Use this to weigh the prospect’s strengths and weaknesses. It also hints at their pain points. So you can match the services and products that fit their needs best.

Question #8: How would you plan a basic sales funnel?

Most prospects like to walk reps through their strategies. So be ready to share ideas. This way, you find common ground to cover.

Question #9: Walk me through a problem and how you solved it.

This lets you judge how well the prospect spots and solves issues in their organization.

Question #10: What are the current issues you’re trying to solve?

For a business deal, this question shows how the client solves problems without outside help. As a result, you learn where you can add value.

Question #11: How does the team come up with a potential solution?

This measures how much of a team player the prospect is. So it shows the limits of their solo work and how they act when teamwork matters.

Question #12: What are the biggest productivity issues in the department, and how do you eradicate them?

Topics like this reveal the prospect’s work habits. So reps can ask follow-ups to learn their workflow. Then they can show how the product or service helps.

Question #13: Do you experience any roadblocks when executing a plan?

You can show the prospect better ways to run a plan as a team, not alone. In addition, this opens more problem-solving talk with them.

Question #14: What made you want to participate in business with us?

This is key to see if the prospect truly wants to grow with your company. Once they answer it well, you can better judge their qualities and assets.

Question #15: Do you believe that staff recognition is important?

A question about staff recognition matters. It shows the prospect’s view of their work environment. It also helps you judge if it may be an unfit setting for the client.

Question #16: Is positive reinforcement in the workplace important to you?

Positive reinforcement supports a healthy work environment. It is a factor that affects the people in a company. So it is in your firm’s interest to ask this and learn the prospect’s overall attitude.

Question #17: Do you think that our company culture fits yours?

This shows if your prospect is open to an environment where people differ, or one where culture is a big topic.

Question #18: Who do you consider competitors in the industry?

This gives a glimpse of how the prospect sees their rivals. So you can show how your offerings give the company an edge in the market.

Question #19: Who is involved in the major decision-making process?

This shows if the client values team and department input in decisions, big or small.

Question #20: Are there any major changes happening in your company at the moment?

This tells you if the client has the time and energy for a major sale. In addition, it helps you set a fair timeframe for any needed transitions.

Question #21: How drastic are these changes?

Asking this helps reps learn what the client means by drastic measures. At the same time, you gain more insight into their view of big change.

Question #22: What are your criteria for choosing a partner company?

Always remember that business criteria can be very subjective. So they are often tailored to each client’s needs.

Question #23: What are your current metrics?

This helps you learn the client’s views on sales, intangibles, and other parts of their business. Measuring departmental metrics is a key part of running a business well. So you want to partner with a client who understands this.

Question #24: What’s the leadership style in your company?

This helps you see if your company’s leadership style matches the prospect’s. The question is open-ended, since styles vary from one organization to another.

Question #25: What’s the best time to call you again?

Last but not least, end your discovery call with this question. It makes way for another session with the prospect. It also assures both sides that the talk will continue. Closing calls on a positive note creates a good experience.

How discovery call questions fit your sales process

Strong discovery call questions do more than fill airtime. First, they help you learn the prospect’s real needs. Next, they build trust that supports the whole deal. So they belong early in a clear sales workflow. To see how these calls fit a larger flow, read this guide to the BPO sales pipeline. It also helps to know the different types of sales, since each one calls for a slightly different approach. Meanwhile, an early B2B appointment-setting step ensures you reach the right people before the call even starts.

Why discovery call questions should be part of the sales discovery process

There is one big reason to add great discovery call questions to your process. In short, they help your company learn more about its prospects. Further, they let you build rapport with a potential client. As a result, both sides reach the best possible outcome. Most of all, these questions help reps offer a solution and move prospects along the sales cycle.

Frequently asked questions about discovery call questions

What is the goal of a discovery call?

The goal is to learn about the prospect’s needs, goals, and challenges. So you can offer the right solution and build trust early.

How many discovery call questions should I ask?

There is no set number. Still, a focused mix of 10 to 25 questions works well. The key is to listen more than you talk.

What makes a good discovery call question?

A good question is open-ended and clear. It invites the prospect to share, rather than answer with a simple yes or no.

When should I ask discovery call questions?

Ask them early, during the first real talk with a prospect. Because of this, you learn their needs before you pitch.

Can discovery calls be outsourced?

Yes. Many firms outsource lead generation and appointment setting. As a result, their reps can focus on strong discovery calls that close deals.

Key takeaways

• Discovery call questions help reps learn a prospect’s goals, challenges, and needs.
• Open-ended prompts build trust and move prospects along the sales pipeline.
• Ask them early, and listen more than you talk.
• Use questions to spot pain points, then match the right product or service.
• End every call by setting the next step, so the conversation continues.