60 Sales discovery questions: An arsenal to close more deals!

A well-crafted discovery question isn’t merely for filling the conversation; it’s a strategic tool that directs you toward your goal—a successful sale. 

A recent survey by Mindtickle highlights the dynamic nature of these sales discovery interactions: on average, sales reps ask about 25 questions and respond to 18.  

So, it indicates that a sales discovery interaction is a two-way process where you and your reps exchange information.  

To close the deal, it’s essential to be strategic with your sales discovery questions, using them as a compass to guide the conversation to a successful outcome.  

This blog covers the 60 sales discovery questions set to transform your approach and sharpen your conversations. 

These questions are tools to qualify leads for sales, engage with them, and ultimately drive more sales. But we won’t just tell you; we’ll show you how to use them effectively. 

So, let’s dive deep in. 

What is a discovery call?

A discovery call is a type of sales or business development call where the primary objective is to ask sales discovery questions to learn more about a potential client’s needs, goals, and challenges. 

It’s an important first call in the sales process that allows a business to understand how its products or services can benefit the prospective client. 

During a discovery call, sales professionals might ask a variety of good sales discovery questions to understand better: 

• Potential client’s business values 
• Operations 
• Strategic objectives 
• Challenges they face 
• Decision-making process

The purpose of a sales discovery call is not to aggressively push a product but to collect crucial insights. This information is then used to personalize a sales pitch to the prospect’s pain points and specific needs.

It’s also a chance for the potential client to ask their questions during a discovery call about the business, its products, or services and to get a sense of whether the proposed solutions might be a good fit for them. 

60 Sales discovery questions to uncover the secret of a deal closing   

Asking the right questions during sales discovery calls is crucial. 

These are the questions proposed by sales experts at Salesmate to help you during your discovery meeting or call. 

A. General sales discovery questions examples

The best sales discovery questions are essential for any successful sales discussions. They can be applied across various industries and provide a strong starting point for understanding your prospects.

1. Can you describe your company’s main goals for the next year?

It’s essential to understand the bigger picture in your prospect’s mind in a discovery call. 

Knowing your prospect’s primary objectives lets you position your product/service as the right solution to help them achieve their desired milestones. 

Basically, it will help you align their aspirations with your offering. 

2. What are the biggest challenges that your company is facing right now?

This is one of the important sales discovery questions to discover what challenges your prospects are facing.

Further, it will enable you to identify how your brand can provide a solution to those challenges.

Additionally, it will help you establish trust with your prospects and allow you to customize your solution to address these specific challenges.

3. How have you tried to address these challenges so far?

Understanding a company’s past or current strategies provides insights into their mindset, resource allocation, and how your product might offer a fresh, more effective approach.

4. What has been your most effective solution till date?

Understanding what has worked for your prospects can highlight how your product/service can complement or even enhance their existing strategies.  

Try to highlight that your brand is way better at meeting their sales goals. 

5. What kind of ROI are you expecting from our product/service?

Return on investment (ROI) isn’t just about numbers; it’s about value. 

When they share their expectations, it sets the stage for a more focused conversation around tangible benefits and outcomes endorsed by experienced sales leaders. 

6. Can you tell me more about your decision-making process?

Every organization has its unique dynamics with respect to the buying journey and decision-making. 

Understanding their decision-making process will help you navigate potential roadblocks and better position your pitch in front of the decision-maker. 

7. Who else in your company should be involved in this conversation?

This question will give you the names of the key decision-makers within the prospect’s organization. Also, it helps to ensure that the right people are in the room during the purchase decision process. 

8. How do you see our product/service fitting into your current processes?

You can ask this question in the middle of the sales call, or it can be one of your follow-up questions to discover how they see your brand in improving their business. 

It will facilitate a productive brainstorming discussion about implementing your product, training, and overcoming obstacles, leading to smoother adoption. 

9. What does success look like for you in this area?

This question goes beyond just understanding their needs; it helps you comprehend their vision for success. Their response can offer crucial insights into their goals, allowing you to align your pitch with their specific aspirations. 

10. What metrics or KPIs are you currently tracking?

It can be helpful to ask your prospects about the key metrics they track. This will allow you to understand their main focus areas.

Also, it enables you to demonstrate how your product or service can positively impact these metrics, providing a clear case for how you can help them achieve their objectives. 

11. What is your timeline for the implementation of the solution?

Understanding their implementation schedule for the solution to their challenges helps you assess their level of urgency and commitment. 

Also, by knowing their timeline, you can offer a plan that aligns with their expectations, ensuring they meet their schedule for success. 

12. How does your budget allocation look for solutions like ours?

Knowing how your prospect allocates funds for solutions like yours is crucial. It helps you customize your proposal to fit within their budget constraints and showcase the value your product brings. 

13. What are the consequences of not addressing these issues?

Sometimes, prospects need a gentle reminder of the risks of inaction. This question prompts your prospect to consider the potential negative outcomes of not resolving their challenges. 

It’s a powerful motivator for change and positions your brand as the solution that prevents these negative consequences. 

14. What criteria will you use to evaluate potential solutions?

Understanding their benchmarks and expectations will help you present your product/service in a light that meets or exceeds these criteria. 

15. Is there anything you would like to learn about our product/service?

This open-ended question allows your prospect to express interests and pain points, guiding the conversation and tailoring it to their unique needs. 

When communicating with prospects, ask open-ended sales discovery questions to uncover objections during the decision stage.  

As a sales rep, you must know how to handle sales objections like a pro to boost your conversion. Mastering this skill ensures you can turn challenges into opportunities and close deals with confidence. 

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B. Discovery questions for mobile sales

With the increasing use of mobile devices in today’s world, it’s essential to customize your sales discovery questions to this specific market. 

Here are some examples of discovery questions for mobile sales to help you get started: 

16. How do your customers currently interact with your mobile platform?

This question is a crucial part of understanding your prospect’s current user behavior on their mobile platform. 

By asking this, you gain insights into the user experience and habits of their potential customers, allowing you to fine-tune your solutions to fit their existing patterns better and improve the overall customer journey. 

17. What mobile functionality are you looking to improve?

You need to discover what problems your mobile shoppers are experiencing; for instance, are customers finding it challenging to navigate through the mobile site? 

Maybe the product search or filtering isn’t intuitive. Pinpointing these will guide the enhancement process to make mobile purchasing smoother for your customers. 

18. What are the limitations of your current mobile platform?

Identifying your prospects’ bottlenecks or pain points in the current mobile purchasing experience is crucial. 

Perhaps the checkout process is too lengthy, causing cart abandonment. Or maybe the mobile site isn’t optimized for various screen sizes, leading to frustrated potential buyers. 

This question will help you improve your mobile sales and deliver a better user experience to your online shoppers. 

19. How do you envision our mobile product/service helping your business?

This question will help you understand their current state and ideal expectations for a mobile purchasing journey. 

They might be aiming for faster checkouts, more personalized product recommendations, or even interactive product demos to enhance the buying process. 

20. What security features are you expecting in a mobile solution?

Security is one of the top concerns for online shoppers. Inquiring about expected security features lets brands highlight any apprehensions they might have based on customer feedback. 

This can range from secure payment gateways and two-factor authentication to encrypted user data to ensure customers feel safe while making mobile purchases. 

C. Discovery questions for internet sales

Internet sales encompass a wide range of products and services. These sales discovery questions can help you uncover the needs and desires of online customers.

21. What is your current online sales strategy?

Whether it’s through SEO, paid ads, social selling, or a mix of strategies, understanding their current approach lays the foundation for future discussions. So, this question delves into your prospect’s current approach to online sales. 

Understanding their strategy provides you with details into their methods, goals, and areas they might be looking to enhance. 

Further, it allows you to personalize our pitch to align with their existing strategy, demonstrating how you can contribute to improving their online sales. 

22. What online platforms are you currently using for sales?

Understanding the choice of eCommerce platforms among various businesses, from giants like BigCommerce, Shopify, and Amazon to niche platforms, can provide valuable insights into their target audience. 

It also sheds light on their tech comfort level and return on investment (ROI) expectations. 

23. What challenges are you facing with your online sales?

A clear picture of pain points can guide you to personalize the solution in your pitch. Whether it’s high bounce rates, low conversion, or international barriers, identifying challenges is the first step to addressing them. 

24. How are you currently tracking online sales metrics?

This sales discovery question will give you a hint at their tech stack. Are they using sophisticated analytics tools, basic dashboards, or flying blinds? This can guide discussions about integrations and data-driven decisions. 

25. What level of online customer engagement are you currently experiencing?

Engagement metrics can range from page views and time spent to interactions. High or low, the answer can lead to discussions on improving customer experience and conversions. 

By gathering insights into their current level of customer engagement, you can customize your sales approach to demonstrate how your product or service can boost and optimize their online interactions. 

26. How do you handle abandoned carts or dropped sales?

Every dropped sale is a missed opportunity.😔 Understanding their strategy for recapturing these potential customers can open discussions on retargeting, remarketing, and more. 

27. How does our solution fit into your online sales strategy?

This question invites your prospect to consider how your product or service integrates into their existing online sales strategy. 

It encourages them to visualize the synergy between your solution and their strategy, making it easier for you to demonstrate the value and benefits that your offering brings to their online sales efforts. 

28. How do you anticipate customer behavior to change with our solution?

Getting them to envision positive changes can set expectations. 

The answer to the above question helps you understand their expectations from increased purchases, more reviews, enhanced interactions, or more. 

29. What is your process for handling online sales inquiries?

This question helps you understand how your prospects are handling their online sales inquiries, including channels like live chat and follow-up methods. 

Knowing this, you can tailor the sales pitch to show how your product or service can enhance customer engagement. 

30. How do you currently optimize your online sales process?

The answer will give insights into the methods and strategies your prospects currently employ.  

By understanding their optimization strategies, you can better position your product/service as a valuable addition that complements and further improves their online sales process. 

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D. SaaS discovery questions

Software as a Service (SaaS) is a growing industry, and understanding your potential client’s needs is crucial for sales professionals to sell your SaaS product.

The following sales discovery questions will help you personalize your SaaS offerings to their requirements.

31. What software solutions are you currently using?

This is one of the most peculiar sales discovery questions used by sales reps selling SaaS products. The answer will help you gain an understanding of the software tools and solutions your prospect’s organization is currently utilizing.

It helps you assess their existing tech stack and identify opportunities where your SaaS product can seamlessly integrate or provide added value.

32. What pain points are you experiencing with your current software?

Identifying specific issues with your prospect’s current software can help you present your SaaS as the solution. 

Is it about scalability, security, or something else? Knowing this allows for a more precise and targeted pitch. 

33. What specific features are you looking for in a SaaS solution?

By asking a few relevant sales discovery questions, you can learn your prospects’ feature expectations and requirements. 

For instance, are they after better data analytics, enhanced collaboration tools, or something unique? The details in the answer will help you design your product presentation or demo accordingly. 

34. How will our SaaS solution integrate with your existing systems?

A crucial aspect of SaaS adoption is integration. This question is pivotal in understanding the client’s current technological ecosystem.  

By understanding the existing software and platforms they are using, you can identify compatibility issues, potential integration challenges, or complementary opportunities. 

35. What are your expectations in terms of usability and user experience?

A seamless user experience can accelerate software adoption. Find out if they prioritize intuitive design, comprehensive onboarding, or both. It helps ensure your product aligns with their vision. 

36. Who will be the primary users of the SaaS solution?

Knowing the end-users – be it marketing, sales, HR, or executives – aids in customizing the demo to address their specific needs and concerns. 

37. How do you measure the success of your current software solutions?

This question helps uncover how your prospects prioritize software success indicators, such as user satisfaction scores, process times, or revenue growth.  

So, getting clarity on their metrics sets the stage for showcasing how your solution can match or improve upon those numbers. 

38. What is your budget for a SaaS solution?

A direct budget question can align both parties on potential offerings and the scale of solutions. It ensures transparency and realistic discussions. 

39. What is your timeframe for implementing a new SaaS solution?

Whether they’re in a rush or considering a gradual transition, understanding their timeline is crucial for both rollout planning and expectation management. 

40. How do you address software updates and upgrades?

Delve into their expectations about version updates. 

This can guide the conversation on your product’s update cycle, how you introduce new features, and your approach to ensuring optimal software performance. 

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E. Questions to ask during a discovery call

A discovery call is a critical phase of the sales process. It’s your chance to build rapport and ask sales qualifying questions to gather valuable information. 

Also, it helps to determine if there’s a potential match between your offerings and the prospect’s needs. 

Here are sales discovery questions tailored for these calls: 

41. Could you provide some background on your company?

This question helps set the foundation for understanding the prospect’s business, industry, size, and history. 

It provides contexts for all subsequent questions during your discovery call for sales qualification. 

42. Who are your main competitors, and how do you differentiate from them?

Understanding their market positioning can help in personalizing the solution you present, highlighting aspects that could further strengthen their competitive edge. 

43. Can you share more about your role and responsibilities within the company?

Asking about a prospect’s role and responsibilities sheds light on their influence within the company. Additionally, it enables you to determine if you’re speaking with a gatekeeper or a key decision-maker. 

Understanding decision hierarchy is crucial for engaging with the right stakeholders in the sales process. 

44. What made you interested in our product/service?

Here, you’re trying to understand their trigger point. This question seeks to understand the key factors that generated the prospect’s interest in your offering. 

It allows you to gain insights into their motivations and which aspects of your product or service they resonate with. 

Further, the information empowers you to fine-tune your pitch, creating a more personalized and compelling sales approach. 

45. How are you addressing this issue currently?

By understanding their current solutions or workarounds to the business roadblocks, you can better position your product as a superior alternative. 

46. How much is this problem costing your business?

Quantifying the problem in monetary terms can help emphasize the urgency and value of your solution. 

47. How are you measuring the impact of this issue on your business?

Understanding their metrics allows you to align your solution’s benefits with their measurement criteria that you can utilize to modify in your favor. 

48. What has prevented you from solving this issue so far?

The answer can reveal barriers, be it budget, a previously failed solution, or internal resistance, which you will need to address. 

49. What is your ideal solution for this problem?

This is one of the crucial sales discovery questions as it provides direct insight into their expectations and how your product can fulfill them. 

50. How will the decision be made?

It helps you grasp who the key stakeholders are and how decisions are reached. This knowledge is crucial for tailoring your approach to align with their decision-making dynamics and facilitate a smoother sales process. 

51. Are there any specific features or capabilities you’re looking for in a solution?

Understanding your client’s desired features helps you customize your pitch.

It means you can emphasize the aspects of your product or service that would be most beneficial to them, ensuring that they see value in what you’re offering. 

52. What does the implementation process look like for you?

This question is not just about understanding their technical readiness but also about gauging their organizational dynamics. 

• Are they agile and adaptive? 
• Or do they have a more hierarchical, methodical approach? 

This helps in crafting a customized implementation plan that aligns with their operations. 

53. How quickly are you looking to move forward?

Asking about a prospect’s timeline reveals their urgency and possible external deadlines.

This insight helps you to align your pitch and follow-up strategy to match the prospect’s needs and timeframe, ensuring a timely and relevant proposal. 

Tip! – Aligning your proposal timeline with the prospect’s required schedule can make your solution more appealing.

54. How can we make this process easier for you?

This question shows the prospect that you care about their comfort and are willing to help. 

It helps to uncover any worries they might have and shows that you’re there to support them, not just to sell something. It’s a chance to reassure them that you’re a partner, not just a vendor. 

55. Can you tell me about a time when a similar project or initiative was successful?

This question aims to understand the prospect’s definition of success by tapping into their past experiences.   

It reveals the criteria they use to measure success, such as completion time, improved efficiency, ROI, or customer satisfaction. 

56. What are your expectations from us as a solution provider?

This question helps to dive deeper into what your prospects value in a partnership. Is it regular communication, post-sales support, training sessions, or transparent pricing? 

Customizing your approach based on their expectations can enhance the buying experience. 

57. Are there any other stakeholders we should involve in future discussions?

Try to identify all the possible stakeholders, like a budget owner or any other important person for closing the deal. 

Gaining clarity on who the decision-makers are allows you to avoid unexpected setbacks and customize your pitch to appeal to each stakeholder, increasing the chances of a favorable decision.

58. Do you foresee any potential roadblocks to implementing our solution?

Proactively addressing challenges using sales discovery questions shows your commitment.

By acknowledging that all implementations come with potential pitfalls, you can collaboratively brainstorm solutions.

59. How would you like us to communicate with you moving forward?

This question is about setting the right sales cadence and mode of communication. This respects their preference, whether they want detailed emails, quick calls, or in-person meetings. 

60. What are your next steps after this call?

This question is a style of ending your sales discovery calls on a forward-looking note. 

By understanding their process, you can gauge their buying journey’s stage and personalize your follow-up actions accordingly. 

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Importance and benefits of good discovery questions 

Good discovery questions are vital in sales and business development because they provide valuable insights that drive the success of the sales process. 

Here are some of the key importance and benefits of good discovery questions: 

1. Understanding client needs 

Good sales discovery questions allow sales professionals to understand potential client’s needs, goals, and challenges. 

This knowledge is crucial for tailoring a product or service to address those needs effectively, thereby enhancing the sales opportunity.  

To effectively qualify prospects for your business, you need to ask crucial sales probing questions. These queries will help you discover how your offerings can solve their problems.     

2. Building relationships 

By asking meaningful sales discovery questions, sales reps can build rapport and trust with clients, fostering long-term partnerships, repeat business, and referrals. 

3. Streamlining the sales process 

The knowledge obtained from discovery questions helps in streamlining the sales process, anticipating potential objections and enhancing the client’s experience. 

 4. Customizing solutions 

Insights from sales discovery questions assist in customizing offerings to match the client’s unique requirements, increasing the likelihood of closing deals. 

5. Saving time 

By identifying client’s needs and decision-making processes early in the sales journey, reps can focus on prospects with a high likelihood of conversion, saving time and resources. 

6. Guiding sales strategy 

Information obtained from sales discovery questions can guide the overall sales strategy, helping sales teams focus their efforts on promising opportunities and sectors. 

7. Reducing misunderstandings 

Discovery questions help clarify any potential misunderstandings at the onset of the sales process, preventing costly mistakes and dissatisfaction. 

In summary, good discovery questions are a strategic tool in the sales process, assisting in building relationships, guiding strategies, enhancing efficiency, and driving successful business outcomes. 

What is a sales discovery process?

The sales discovery process is the backbone of a sales cycle, designed to unearth insights about a prospect’s challenges, needs, and decision-making criteria.

At its core, it’s about asking the right sales discovery questions, carefully designed to extract the most valuable information from potential buyers.

Here’s an in-depth exploration of the process:

1. Research and preparation 

Background check: Leverage the company website and online platforms to gather relevant data about the prospect. This information will help you ask the right discovery questions for sales. 

Preparation with pre-sales discovery questions: Equip yourself with a comprehensive sales discovery questions template to ensure no stone is left unturned during the actual call. 

2. Commencing the discovery call 

Build rapport: The initial moments of a discovery call are pivotal. Engaging in a natural conversation helps in building trust. 

Set expectations: Clearly define the purpose of the call. Whether it’s about understanding their day-to-day operations, current solutions, or pain points, ensure they know the agenda. 

3. Deep diving with discovery questions 

Current state assessment: Ask about their current process, what works, and what doesn’t. Use discovery questions tailored for specific sectors, like discovery questions for mobile sales or discovery questions for internet sales when applicable. 

Highlight pain points: Every potential customer has challenges. Identifying and understanding these can lead to presenting the best solution. 

Understanding the buying process: Dive into their decision-making process and determine key decision-makers in their purchasing process. 

4. Evaluating the match 

Align solutions: Use the valuable insights gained to gauge how your product or service can solve the prospect’s problems. 

Share relevant experiences: Discussing how you’ve addressed similar challenges for other clients can be compelling. 

5. Planning the next steps 

Demo or proposal: Depending on the depth of the buyer’s journey, it might be time for a product demo. 

Moving forward: Clarify what comes next, whether it’s another call, a sales pitch, or a follow-up session with more stakeholders involved. 

6. Reflecting on the discovery 

Key takeaways: Post the call, capture the key metrics and insights. Document answers to your discovery call questions to refine the sales process further. 

Collaboration is key: Successful sales reps often engage with their sales teams to brainstorm tailored solutions based on the discovery. 

7. Refining and re-engaging 

Adapt and approach: Customize your proposal or solution based on the feedback and information received. 

Stay in touch: Keep the lines of communication open, ensuring the potential buyer sees the real value of your offering. 

The discovery process in sales isn’t just about asking questions; it’s about asking the right probing questions that lead to a better understanding of the prospect’s needs. 

In a landscape where sales professionals compete aggressively, those who master the art of asking the best discovery questions for sales stand out. 

As the discovery phase progresses, sales reps are not just looking for a successful call but aim for a successful outcome – turning a potential buyer into a loyal customer. 

How to make a sales discovery call?

Navigating the intricate sales process is more than just outreach; it’s about forging genuine relationships. 

The discovery call is foundational. Here’s how to conduct one effectively: 

1. Research before the call 

Prior to the first call, delve into potential customers’ details. Use a discovery call template filled with sales discovery questions to be prepared. 

Have pre-sales discovery questions ready for understanding the potential buyer’s situation, whether it’s for mobile or internet sales. 

2. Initiate and build rapport 

Begin the discovery call with a warm tone, paving the way for a natural conversation. This is the cornerstone of a great discovery call. Express the purpose of the call, ensuring it aligns with the sales discovery process. 

3. Unearth essential information 

Your discovery questions for sales are paramount. Implement both good discovery questions and best discovery questions for sales to discern pain points and the prospect’s buying process. 

For example, “What are the challenges with your current solution in mobile sales?” or “How does the purchase process for internet sales appear?” can offer insights. 

4. Analyze and propose 

After understanding their current process, recap to ensure clarity. Using insights from discovery call questions, suggest a potential solution tailored to their needs. 

5. Map out the path forward 

Keeping in line with the buyer’s journey, determine the next steps. Whether it’s a product demo, more discovery call questions, or plotting the next stage in the sales cycle, it’s crucial for the sales opportunity. 

Read more: Effective tips to carry out a sales discovery call

6. Conclude with gratitude 

Thank the potential customer. Position this discovery call as the beginning of the sales discovery process and a stepping stone toward a long-term relationship. 

In essence, a successful discovery call bridges the gap between outreach and establishing value. 

By integrating discovery questions in pre-sales conversations and truly listening to the prospect’s needs, sales professionals can effectively move leads closer to a deal. 

Sales discovery templates

Creating a discovery call template is essential for the sales team to streamline their process and ensure they’re extracting valuable information during their sales conversation.

Here’s a basic structure you can follow:

1. Introduction

Example: “Hi [Prospect’s Name], I’m [Your Name] from [Your Company]. Thanks for making time to talk today. The goal of our conversation is to understand your needs better and see if there’s a potential fit between what you’re looking for and the solutions we provide.” 

2. Setting the agenda

Example: “Today, I’d like to ask you a few questions to understand more about your current setup, challenges, and goals. Is there anything specific you’d like to ensure we touch upon?”

3. Discovery questions in sales

Current situation: “Can you describe your current process for [specific task or operation]?”

Pain points: “What are the challenges that you are currently facing in [specific area]?”

Goals & objectives: “What do you intend to achieve in the next [timeframe]?”

Decision-making process: “Who else is involved in making decisions about [specific solution or product]?”

Timeline: “If you decide to make a change or implement a new solution, what’s your ideal timeline?”

4. Identify budget and resources

Budget: “Do you have a budget set aside for this type of solution?”

Resources: “Do you have the necessary resources or teams to implement and manage a new solution?”

5. Propose next steps

“Considering our conversation, I suggest we schedule a product demo next week. Does that sound good?” 

6. Conclude the call

“To wrap up, thank you for sharing this valuable information, [Prospect’s Name]. I see potential synergy here. Let’s touch base next Wednesday for the product demo. I’ll also send over some preliminary resources for your perusal.” 

Conclusion

With the best sales discovery questions and the expertise to use them effectively, you’re well on your way to winning more sales conversations and closing deals. 

Remember, your ultimate goal is to transform your prospects into loyal customers. This can only be accomplished by building trust, establishing rapport, and providing exceptional customer service. 

Also, by using a robust CRM solution like Salesmate, you can streamline your sales process with its robust features like pipeline management, automation, and analytics, leading to increased revenue. 

Frequently asked questions