Discovery is the most crucial part of a sales process. Here are HubSpot sales director Dan Tyre's 25 tried-and-true must-ask questions.

2. Closing calls are sexy.

3. They’re the calls
when deals are made …

4. They’re the calls
when deals are made …
contracts get signed …

5. They’re the calls
when deals are made …
contracts get signed …
and you earn your
paycheck.

6. But discovery calls
are the most important.

7. They’re where you understand the
details of a prospect’s situation that
will make or break a sale.

8. Here are HubSpot sales director Dan Tyre’s
25 go-to questions that he asks on discovery
calls.

9. 1
Tell me about your company.

10. 2
Tell me about your role. What
do you do day-to-day?

11. 3
What metrics are you
responsible for?

12. 4
Tell me about your goals
(financial, customer-related,
operational).

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14. 5
When do you need to
achieve these goals by?

15. 6
What problem are you
trying to solve?

16. 7
Are you having problems
in [area as relates to
the product]?

17. 8
What’s the source of
that problem?

18. 9
Why is it a priority today?

19. 10
Why hasn’t it been
addressed before?

20. 11
What do you think could be
a potential solution? Why?

21. 12
What would a successful
outcome look like?

22. 13
If you didn’t choose a product,
do you have a plan in place to
address this problem?

23. 14
What are your primary
roadblocks to implementing
this plan?

24. 15
What’s your timeline for
implementation?

25. 16
Is this problem funded?

26. 17
Whose budget does
the funding come out of?

27. 18
Is the budget owner an
“executive sponsor”?

28. 19
Who else will be involved in
choosing a vendor?

29. 20
Do you have written decision
criteria for choosing a vendor?
Who compiled these criteria?

30. 21
Have you purchased a similar
product before?

31. 22
Is this a competitive situation?

32. 23
What’s the process for actually
purchasing the product once
you decide on it? Are there
legal or procurement reviews?

33. 24
What are potential curve balls
to the sale?

34. 25
How can I help make this sales
process easy?

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36. Discovery calls should surface a sales
opportunity or disqualify a prospect.

37. WITH THESE 25 QUESTIONS,
YOU’LL BE ABLE
TO RUN PERFECT CALLS
EVERY TIME

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