B2B Sales Discovery: When, How and What to Ask

When properly executed, discovery questions build your credibility, gain insight into a prospect’s organization and help you become a trusted advisor. But used haphazardly, nothing turns a prospect off faster than being pelted with predictable or ill-prepared questions.

LEARNING OBJECTIVES

If you’re ready to transform your business conversations, join us to learn: 

• The top 3 key qualities of a sophisticated discovery question
• How to transform good discovery questions into excellent questions
• Tips for crafting questions that yield the maximum amount of key insight from prospects
• Five “SPOTS” to use B2B discovery questions
• Scene-setting
• Priority
• Opportunity 
• Trial-close
• Success 
• Why how you ask is as important as what you ask
• Four kinds of question-asking tactics and when each should be used
• The 4 types of responses you’ll receive and how to proceed after each

ABOUT THE SPEAKER

Anthony Signorelli is an energetic consultant committed to client success who partners with organizations to improve sales force effectiveness.

As a speaker, he speaks at private and public client events on methods of improving sales force effectiveness. As an author, he contributes insight-driven articles to magazines and is working on a book on complex solutions sales. As an engaging and dynamic facilitator, he draws out transformational insights through mapping sessions, interactive learning, and cross-functional facilitation.

Tony was a featured speaker and facilitator at a national sales conference for a client attempting to sell complex solutions to hospitals. He also led a 2-year effort by an information services client to change the way it sells. Together, they developed a method of launching and supporting a new product directed at attorneys.

As a consultant through his company, Tony serves some of the largest companies in America, including Medtronic, Thomson Reuters, and Emerson Electric, as well as many smaller, entrepreneurial companies, such as Fairview Health Systems and BioSphere Medical. He’s led the company to top awards from the Society for Technical Communications in documentation and training design, and provides the consulting and facilitation services of Signorelli Consulting Group, Inc.