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.

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