Discovery Questions for Consultative Selling
What are your goals?
What will success look like?
What are your clients doing now? (Provide a Needs Assessment)
What does your goal mean to you, personally?
What can I do to help?
What are your three biggest challenges and what would happen if nothing were done?
What are your resources, budget, schedule, and timeline?
Are you the decision-maker or do you have to get “permission?”
What does your typical day look like?
If you could change anything at all, what would it be?
What is the biggest issue you have today? –
Is it painful? Why?
What is the measure of that pain (time, effort, etc.)?
How are you solving this problem today? When was the solution implemented? Why was it done like that? Who made the decision?
What is this problem costing you? (lost revenue, lost customers, increased service costs, etc.)?
Who would you expect to solve this problem? expectations around that for service, price, etc.
What are you hoping to achieve?
What are the barriers standing in the way of effectiveness?
How does this affect your results, programs and what you deliver to your clients?
Is there a will to implement change? What’s your commitment level after the program?
What have you tried in the past?
What is the best we could do? What’s your optimal environment/reality?
How is this impacting your bottom-line?
What’s the payoff or ROI? (Long-Term)
How do others view this situation?
What are the outside forces creating the stress?
Who has the authority, time or money?
Who else will be affected?
What events or scenarios led you to think you may need Stress Management or Team Building?
What are the factors in your environment?
What outcome are you hoping to achieve?
Have you had any other training similar to this?
What have you done recently?
Are you the decision maker?
Who else should I talk to?
What would you like to see changed and what do you hope to stay the same?
What’s happening that you don’t want to happen? What would you like to have happen?
What should we start/stop and continue?
Who’s my audience (the employees)?
What is your employee’s/families perception of the training?
What’s the cultural attitude about training?
Are there any danger areas that I should know about?
What’s your budget?
What’s your timeline?
How did you hear about me?
What will happen if you don’t address this?
What’s the cost of NOT doing this – financially and emotionally?
A good coach asks questions; the student or client can answer them. What can you add to this list. Contact Dr Joyce at 1-855-DR JOYCE for more information.