Provoking Versus Discovery Questions and How to Use Them in Sales.

<p><span style="font-weight: 400;">Be your customers’ shrink and get them thinking about themselves!</span></p> <p><span style="font-weight: 400;">There are two types of questions, discovery questions and provoking questions. Using these properly in sales and marketing is how to get your customers to think and self-reflect.</span></p> <p><span style="font-weight: 400;">Effective questions get the customers to think about things differently, consider other options, and to shift their point of view. </span></p> <p><span style="font-weight: 400;">The whole sales call or presentation’s turning point is when the customer says to you or to themselves “Wow, I never considered that before” or “I’ve never thought about that” or “I never realised that was possible” or imagine if they said “No one has never asked me that before.” </span></p> <p><span style="font-weight: 400;">That is exactly what we should try and achieve in our marketing and sales calls from now on. </span></p> <p><strong>It is based on the quality of your question.</strong></p> <p><span style="font-weight: 400;">Most of us are good with discovery questions often without knowing why.</span></p> <p><span style="font-weight: 400;">What is a discovery question? </span></p> <p><strong>Discovery Questions </strong></p> <p><span style="font-weight: 400;">Discovery questions focus on “WHAT.” </span></p> <p><span style="font-weight: 400;">Discovery questions are designed to identify existing needs, problems, customer pain points, customer’s goals etc.</span></p> <p><span style="font-weight: 400;">Discovery questions are designed to get to the known, to ferret out what the customer knows about their environment.</span></p> <p><strong>Here are some examples:</strong></p> <ul> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">What are you challenged with?</span></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">What are you trying to accomplish?</span></li> <li style="font-weight: 400;" aria-level="1"><span