SALES DISCOVERY QUESTIONS
Create account-specific discovery questions using Consultative, Challenger, MEDDICC, SPICED or BANT sales methodologies.
The best discovery questions connect the buyer's situation to commercial impact, urgency and the decision process. Add what you know about the account and SalesPrep Pro builds a logical line of questioning instead of a generic checklist.
HOW IT WORKS
Prepare differently for C-suite, commercial, operations, procurement or technical stakeholders.
Add account notes, public research or CRM details so the questions reflect the customer rather than a template.
Use the questions as a flexible route, listen for evidence and follow the areas with the strongest commercial signal.
WORKED EXAMPLE
Use these examples as prompts for a B2B discovery call. Adapt them to the buyer's role and follow up on what they actually tell you.
‘How are you handling this today, and what is working well?’
‘What would you most like to improve, and why is it important now?’
‘When this happens, what effect does it have on your team or customers?’
‘Who else would be involved in a change, and what would they need to see?’
‘Would it be useful to compare options together, and what would make that worthwhile for you?’
Listen to the answers and ask follow-up questions. Do not assume a problem or push for a next step the buyer does not need.
FIELD GUIDE
A useful discovery call moves from a buyer's description to a measurable effect, then checks who can act on it. Here is a practical follow-up sequence for a foodservice supplier conversation. These are prompts to adapt, not facts about any account.
“Good to hear. What does reliable supply look like for your depots, and which measures do you watch?”
You learn the buyer's standard without inventing a problem. If there is no gap, ask whether a backup option would be useful before proposing one.
“When that happens, which products or customers are affected, and how often has it happened recently?”
Separate a one-off incident from a repeated issue. Ask for the buyer's own estimate rather than claiming a cost you cannot verify.
“Is that target assessed per case, per kilogram or after waste, yield and delivery costs?”
A headline price may not reflect the economics the buyer uses. Learn the comparison basis before offering a different pack or format.
“Who checks the specification and who would decide whether a small trial is worth running?”
Confirm the technical and commercial decision route. A useful next step has an owner, a measure and a review date.
A call can end well even when the answer is no: record the reason and avoid pushing a trial without a buyer need. See the foodservice wholesaler meeting checklist
COMMON QUESTIONS
They become more specific when you add relevant company, market and stakeholder context. You should still check facts before the meeting.
Yes. SalesPrep Pro supports MEDDICC, SPICED, Challenger, BANT and Consultative preparation.
Use the brief as a route map, not a script. A few strong follow-up questions are usually more valuable than racing through a long list.
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Build a seven-part sales brief, then practise the conversation before it happens. Pro is £30 per month.