Whether it is a cold call, telephone follow up or an appointment for an initial discovery call, how do you open up a conversation with someone you would one day like to do business with?
From engaging them on the phone or getting a first discovery meeting, your secret weapon to a memorable engaging conversation is in asking great questions.
It isnt about how much you talk, it’s about how much you get the prospect to talk.
Discovery calls are the foundation of successful lead generation yet they’re often misunderstood.
- Many assume that prospects will immediately reveal their business pain points and deepest challenges, but let’s be honest, that is not how strangers talk to each other.
- Others forget about being human and go straight into pitch mode!
Listen actively. The goal is to listen more than you speak. Pay attention to tone, language, and non verbal cues to guide your questioning. If you really listen to understand what they are saying to you the conversation will flow fairly easily. Use their answers to tailor your follow up questions, showing genuine curiosity and understanding.
Don’t pitch. The discovery call isn’t about making a sale, To start with its about getting the benefit of the doubt and finding connection before moving on to uncover what is on your prospects mind.
Don’t rush things. Building trust takes time.
Be 100% human, curious and courteous.
Ask great questions to understand their needs. The ideal conversation moves from broad discovery to specific details, think of it like peeling an onion but without the tears. When you start to clearly understand where they are at in relation to your services you can start positioning your offerings to match their needs.
Why it’s all about the prospect
A successful lead generation conversation is never about you so shut up!
It’s a dialogue where the prospect takes centre stage.
Your job is to serve the conversation by focusing on their needs, pain points, and goals, you demonstrate genuine interest and start building trust. The key is to listen actively and resist the urge to jump in with I know, I know, I know or the sales pitch too soon.
By the way – this is a tough it takes practise.
Aim for a balance where the prospect talks at least 70% of the time. The more they share, the more insight you gain into how to help them.
Asking great questions
Not all questions are created equal.
The best ones are open ended, encouraging the prospect to share more than just “yes” or “no” answers. NO one is going to start off spilling out all their heartfelt feelings right away so start with broad questions and gradually narrow in as the conversation progresses.
Examples of great questions and how to progress things:
- Discovery stage
- What’s working well for you right now?
- where do you see room for improvement?
- Why do you think you are where you are at?
- Exploratory stage:
- What solutions have you considered in the past, and what was the outcome?
- If you could wave a magic wand, what would the ideal solution look like for you?
- Probing Questions
Dive deeper into specific areas based on what the prospect has shared, identifying pain points or needs.
- You mentioned XXX challenge. Could you tell me more about how that’s impacting your business?
- Have you tried addressing it yet?
- What happens if XXX continues to go unaddressed?
By now, the prospect should feel more comfortable sharing details (and you need an eye on the clock to make sure you get through all you need to on this first call – if it is going well better to suggest another call rather than rush the end if either of you need to leave).
4. Engagement stage:
- How do you typically evaluate new partners or solutions?
- What would success look like for you if we worked together?
Going deeper
Once the prospect has answered, don’t stop there. Use their responses as a springboard for deeper questions. This shows you’re actively listening and genuinely interested in understanding their needs.
For example:
- If they mention a challenge, ask: What do you think has been the biggest obstacle in solving that?
- If they talk about their goals, ask: “What would achieving that goal mean for you, your team, the business?
This layered approach helps uncover the root of their problems and their true motivations—critical insights for tailoring your solutions.
Listening is your superpower
Great questions are only effective if they’re followed by active listening. Pay attention not just to what the prospect says but also to how they say it their tone, hesitations, and enthusiasm can offer valuable clues.
Show that you’re listening by paraphrasing their responses and asking clarifying questions. For example: “So if I understand correctly, your main challenge is XYZ?
Finding the opportunities
By getting the prospect to open up, you gain a wealth of information that can guide the conversation toward a solution tailored to their needs. This is about serving rather than selling. When prospects feel heard and understood, they’re far more likely to trust you and move forward.
So, the next time you’re on a discovery call, at a networking event, remember just ask the next question and listen
Conclusion
It’s not about how much you talk it’s about how much you listen. By asking thoughtful, probing questions and genuinely engaging with your prospects, you get into a great conversation. Great discussions build trust, uncover opportunities, and lay the foundation for lasting relationships.
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