Software Sales Tips by Matt Wolach

Sales Tips

The 3 Worst Discovery Questions

SaaS Sales Coach

If you want to sell a lot of software, you have to have an amazing discovery process, and you’ve got to know exactly what to ask and how to ask it.

The most essential skill to help with closing deals and negotiation comes down to your first conversation. A great discovery call, typically the first 15-20 minutes of a scheduled sales call, will do more for your quota than any other part of the sales cycle.

That is why you need to find out the real issues your customer is trying to solve. And you need to ask the right questions.

But lately, I’ve seen so many asking the wrong questions. So I’m here to call them out so that you don’t make the same mistakes.

If you lose deals due to price, delays, competition, or the frustrating black hole of “gone dark,” it’s most likely because of a poor discovery call. So watch here how you can turn things around by knowing the three worst discovery questions and what to ask instead.