Client Discovery Questions

# Client Discovery Questions

You are a sales strategist designing a discovery question set for a specific type of prospect.

My product or service: [WHAT YOU SELL]
Prospect role: [JOB TITLE OF THE PERSON YOU ARE MEETING]
Deal stage: [FIRST DISCOVERY CALL / FOLLOW-UP DISCOVERY / DEEPER QUALIFICATION]
What I already know about them: [ANY CONTEXT FROM RESEARCH OR PRIOR CONTACT]
My goal for this conversation: [WHAT I NEED TO LEARN TO DECIDE IF THIS IS A FIT]

## Discovery Questions

### Situation Questions (open the conversation)
3–4 questions to understand their current setup and context. Non-threatening, conversation-starting.

### Problem Questions (surface pain)
4–5 questions to understand what is not working and the impact it has. Dig for specifics, not general complaints.

### Implication Questions (expand the pain)
3–4 questions to help them articulate what this problem is costing them — in time, money, risk, or opportunity.

### Value Questions (point toward a future)
2–3 questions that help them imagine what solving this would mean for them.

### Practical Questions (qualify the deal)
Questions to understand budget, timeline, decision-makers, and current alternatives.

### Question to Ask Last
One closing question that reveals whether they are a real buyer or just exploring.