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Want more trust from prospects? Say less.

Updated: Aug 7, 2023

It sounds counterintuitive, yet if you want to be perceived and received as a trusted advisor by more of your B2B prospects, you need to say less. Instead, ask more high-quality questions.

Changing or adding just one thought-provoking question can shift the entire tenor of a conversation.

To build your sequence of more thought-provoking discovery questions, try the following today:

1. Make sure your questions aren't all just qualifying and disqualifying questions. That's when the conversation can start to feel like an interrogation for the other side.

2. Ask yourself: Would I willingly answer these questions about private matters/my business with someone I don't yet know very well or trust? If the answer is anything other than a resounding "yes", you need to adjust the substance and timing of your questions.

3. Make sure you have the following 3 types of questions in your sequence of discovery questions:

A) Open-ended, big-picture questions

Example: How would your business/life improve if you completed your 5-year plan in 3 years instead?

B) Open-ended targeted questions

Example: What's standing in the way of you achieving your goals in 3 years?

C) Close-ended targeted questions

Example: Do you see yourself using a time management solution to help you achieve your 5-year goals in 3 years instead?

Message us if you'd like some help improving/adding to your discovery questions.


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