DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes… only eight reasons that people ever ask questions. When selling, certain types of discovery questions are more effective than others.
Sellers tend to focus primarily on three purposes: gathering data (D), identifying desired outcomes (O), and magnifying consequences (C). That means there are five types of questions most sellers seldom ask.
The value of asking more types of purposeful discovery questions
Sellers who want to be differentiated and create value for buyers use these five types of questions, too. When they do, they gather information faster and zero in on sales opportunities efficiently and effectively.
Buyers describe sellers who ask these questions as engaging and trustworthy. They’re more likely to buy from sellers who ask a variety of purposeful questions.
Add these DISCOVER Questions® to boost your sales effectiveness:
Value Questions (V) help you pinpoint what matters most to your buyer so you can craft solutions to deliver on the needs that are most urgent and pressing. Example: Of the needs you’ve described, which one is your top priority?
Rationale Questions (R) help you understand what drives decisions, who’s involved in making decisions, and the process for decision-making. Buyers say these questions give them clarity to move forward. Example: What are the criteria you’ll use to select a vendor?
Solution Questions (S) are questions that plant seeds and open discussions. They give you an early read on potential objections, too. Buyers enjoy the brainstorming and idea generation these questions stimulate. Example: What are your thoughts about expedited delivery options?
Wondering what the I and E stand for in DISCOVER Questions? You can get a copy of the book to learn more about all eight purposes for asking questions, plus the 20+ years of buyer research and field observations behind this proven model for creating value and advancing the sale.