Sherwood Software Solutions
Sherwood Academy · Selling · Lesson 3
What questions should you ask in a discovery call?
Cut out each card along the outer dashed line, then fold it in half along the middle line.
Answer
To learn whether there is a real problem worth solving and whether you can help.
sherwoodsoftware.aiSelling · Lesson 3Question
What is the main job of a discovery call?
Sherwood AcademySelling · Lesson 3Answer
Open questions invite a full answer; closed questions get yes, no or a single fact.
sherwoodsoftware.aiSelling · Lesson 3Question
What is the difference between open and closed questions?
Sherwood AcademySelling · Lesson 3Answer
Situation, problem, impact, what they have tried, what success looks like, and how they decide.
sherwoodsoftware.aiSelling · Lesson 3Question
Name the six areas to cover.
Sherwood AcademySelling · Lesson 3Answer
Several questions asked at once, which usually gets only the last one answered.
sherwoodsoftware.aiSelling · Lesson 3Question
What is a stacked question?
Sherwood AcademySelling · Lesson 3Answer
Follow up on it before moving to your next planned question.
sherwoodsoftware.aiSelling · Lesson 3Question
What should you do when you hear an interesting answer?
Sherwood AcademySelling · Lesson 3Sherwood Software Solutions · sherwoodsoftware.ai · Westlake Village, CaliforniaSherwood Academy, free lessons for business owners