In this environment, every conversation counts. Customers are inundated with outreach and have little patience for sellers who don’t bring insight. That’s why great discovery questions are becoming a superpower. They help you stand out, build connection, and move the deal forward without force.
Customers don’t want a monologue from a seller; they want a thought partner. When your questions demonstrate that you’ve done your homework and you care about their specific business situation, you create a different buying experience from the start.
Three actionable things you can do next:
- Research before every call: Identify one trend impacting their industry and build a question around it.
- Ask questions rooted in curiosity, not assumption: “How does this issue show up for your team?” is better than “I bet your team struggles with X.”
- Summarize what you heard and ask for confirmation: It proves you’re listening and opens the door for correction or depth.
Discovery is your biggest lever in a slower market. When you ask better questions, you build stronger rapport, uncover deeper pain, and gain momentum your competitors won’t.
