STOP Asking Weak Questions + Discovery Script Masterclass

discovery and how do we make it feel natural and urgent at the same time this is what sales teams are struggling with at the moment and whether you use you know whichever methodology you use in your business right now in your sales teams or as an individual discovery is a key part at the start of of the process, as we all know. But how do you conduct an effective discovery session? Well, I'm about to show you right now. Let's do a very, very quick masterclass, and I'll build out three simple steps to make urgency feel super natural. Not super natural, but natural. You get my point. Okay, step one, we want to highlight the gap. versus desired state. Clearly show your prospect the painful gap between where they are now and where they could be with your solution. For example, you mentioned missing quarterly targets by 10%. What if that gap continues? What happens then? Yeah, now you found something out in your discovery. And in that you've got a bank here, they could be talking. This is where you need to be listening. It's all well and good. I see sales reps do this all the time. They ask a killer discovery question and then they sit back and admire their work. Think of it like the football player on the pitch. Plays a beautiful ball out wide and just admires it. Oh, ping that. Listen, son, you still got to make your run. Yeah. So don't just stop and admire your discovery question. Yes, you asked a killer question. Doesn't mean you're going to get a killer answer. and it might mean that your prospect hits you like verbal diarrhea. So many things going on and you need to pick out the most important bits, which means these two things need to be fully engaged and this stays closed. All right. Now, of all the garbage that they'll say, there'll be some gems in there. You mentioned missing quarterly targets by 10%. They've Mention that. Bank it. Remember it. You're missing quarterly targets by 10% each quarter. What happens if that gap continues? What happens then? What's the knock-on effect? Yep. Step two, quantify the cost of doing nothing. Right? Super straightforward. Show your prospect the price they'll pay if they stay stuck. We're just having a very, very simple conversation. For example, if things stay the same, that's 200 grand lost revenue every quarter. Can your team afford that from a curiosity standpoint this is how you want your discovery conversations to go you don't want it to be are you the budget holder okay cool um do you have the authority to sign this off uh uh what are we doing what what what timelines is this working no none of that robotic shit you need to be asking poignant questions that get them thinking you need to ask it from a place of curiosity. If things stay the same, that's 200 grand lost revenue every quarter, can your team really afford that? What is the knock-on effect of that? Because that's a lot of money, right? That's almost a million dollars a year in lost revenue. What happens if you can fix even half of that? What does that look like then for you? How does that make your how does that impact your week personally mr and mrs prospects yeah what will that free you up to do and then your final step create a deadline for action okay frame your solution around a time frame that forces a decision for example we typically onboard new clients within two weeks if we delay this further the next opportunity to fix this won't be until next quarter. Okay. And AE is moving this along. If you're an SDR, what could you say? Right. It sounds like to me, you're losing X, Y, and Z amount per quarter. The longer we leave this, if we leave this another quarter, that's going to be another hundred grand lost in revenue. Not sure you can afford to do that. My suggestion would be, let's book in a court with RAE, our solutions expert, whatever you refer to them as, and just investigate this a little bit further because i believe there may be a solution that can actually help you out here probably take about 25 to 30 minutes of your time does that sound doable yes no actually yeah it does no it doesn't nil yes no it does book it in no it doesn't nil cold just just confused based on what you told me again have a human conversation based on what you told me you're losing a ton of money i don't see why you wouldn't have the next meeting with us to explore a potential fix for you unless there's a priority here that I'm missing. Is there something that's more important than losing 200k a quarter? Like genuinely if there is that's fine I'm just confused. You want to go in with that type of curious mindset and then you want to create a deadline for action. Yeah SDR example there you're losing this much this quarter we leave this meeting another quarter what's that going to cost you. AE typically be on board clients within two weeks. If you delay this further, the next opportunity to fix this won't be until next quarter. What impact is that going to have on you? Yeah. So to wrap up or recap rather, number one, expose the painful gap. This is how you want to go into your discovery calls with these three steps in mind. I'm going in to expose the painful full gap. Don't be afraid to dig deep. Clearly show the prospect exactly what they're missing without your solution. That is your aim and to do that you need to ask the right discovery questions. Number two, put a price on inaction. The numbers don't lie. Show them exactly how much it costs to delay. Make the pain real and measurable. Mr. Prospect, you told me at the start of this call that because of X, Y and Z, you've got a shortfall of 200 grand per quarter. That's 800k a year. If we delay this another quarter, you're now in the red by another 200 grand, which is a million pounds. Can we really afford to do that? Put a price on inaction, which creates that urgency. create real deadlines give them a time frame urgency comes from limits clearly state when they need to act to avoid consequences and again look guys i'm not expecting you to pick this up straight overnight this isn't something that's gonna happen instantly you've got to train yourself right you want to start quantifying pain you want to paint clear gaps and then you want to set firm deadlines and have that as a framework all we're doing here is building a framework a bit structure for you to go out there and implement your questions you can navigate wherever you want within this framework but just remember you're trying to quantify pain points you're trying to paint clear gaps and then you're going to set firm deadlines you're basically affirming that hey if you do nothing and stay still this is what's going to cost you and that's the dynamic that's the mindset i want you to go in at uh when you're doing this because it's going to feel a bit old at first well I'm trying to create urgency and you know my sales manager told me well bant to be using bant I need to find out okay do they have the budget and your authority but you've already lost your prospect by then if they gave you time at the first instance they're going to shut you down by not showing up at the meeting yeah that is a fact you need to make sure that you touch upon a pain point that is important to them if they can't see it it's your job to paint the picture of why it should be important to them and why it should be a priority for them to fix. You'll get used to it. Turn it into a natural, normal conversation. Guys, I've got a ton of discovery questions. I've put my 50 best together, but there's another 50 behind that as well. I've added the link in here. You can actually get it in the description, click on it, download it for free, it's yours. This all segregated into different verticals as well, different questions and what type of questions they are. So they're put into their own individual brackets, use them. Pick some of those out and start implementing them in your day-to-day discovery calls. It's going to make a massive difference. Don't be afraid to dig deep because if you don't dig deep, you're not going to get a deal. And bonus point for USDRs and AEs, when you're doing discovery, and you find pain don't get that excited and think i've got to jump to demo i've got to jump to meeting meeting books just take that next step to dig a little bit further because if you can dig a little bit further when you found pain and then you may be able to connect that pain to the wider business that's when a deal goes from 5k to 100k and that is how promotions happen guys if you enjoyed that make sure you like and subscribe and if you want to see the full podcast click right here.

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Most SDRs don’t lose deals because their product is bad. They lose because their discovery is robotic — and the prospect can feel it. 

You’ve heard it before: “Just run BANT” or “Follow MEDDIC.” Cool… and then they ghost, no-show, or “circle back next quarter.”

In this video, you’re getting a fast Discovery Masterclass that turns boring discovery into urgency that feels natural (not salesy). If you want how to run discovery calls, how to handle objections, how to quantify pain, and how to book more meetings, this is the framework you’ll reuse on every call.

Here’s the 3-step system:

1. Highlight the Gap — current vs desired state. Make them say it out loud. “You’re missing targets by 10%… what happens if that continues?”
2. Quantify the Cost of Doing Nothing — put a price on inaction. “That’s £200k lost revenue per quarter… can you afford that?”
3. Create a Deadline for Action — urgency comes from limits. “If you wait until next quarter, what does that cost you?”

And the biggest lesson: stop asking “kitchen-sink” checklist questions. Ask curious, pointed questions that force the prospect to think and feel the consequences. 

Also: when you finally find pain, don’t get overeager and jump straight to demo — dig one level deeper. That’s how deals go from £5k to £100k… and that’s how SDRs get promoted.

Grab the free discovery questions pack linked in the description and start using this today.

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