Discovery can be a demanding process, and finding the right questions to ask requires intensive listening and thoughtful preparation. Fortunately, there are a few questions that are relevant to every deal and can help you get the ball rolling. These include:<br /><ul><li>“Can you walk me through your current process?”</li><li>“What’s working well in your current process?”</li><li>“What struggles are you currently facing?”</li></ul><br />In today’s episode, John Kaplan goes into detail about the standard questions to ask in every discovery process and explains how to use the answers to dig deeper and ignite a sense of urgency within the buyer.<br /><br />Here are some additional resources:<b><br /></b><ul><li><a href="https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432" target="_blank" rel="noreferrer noopener">Get MEDDICC Certified on Ascender!</a></li><li><a href="https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Executing Your Discovery Strategy</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=beec9bab-1a19-444f-8cff-44ccecae7cc6&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Deepen Your Discovery</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=key-questions-to-ask-in-your-sales-discovery-conversations&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Key Questions to Ask in Your Sales Discovery Conversations</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=uncovering-hidden-pain-points" target="_blank" rel="noreferrer noopener">Uncovering Hidden Pain Points</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=how-to-convince-your-customer-to-take-action-in-your-sales-process&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">How to Convince Your Customer to Take Action in Your Sales Process</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=monday-motivation-creating-urgency&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Creating Urgency with Your Customer</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=monday-motivation-the-coat-of-pain&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">The Coat of Pain</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-providing-value-in-discovery&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Providing Value in Discovery</a> | Podcast</li></ul><b><br /></b><i>Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.</i><br /><i></i><br /><i>Check out the platform here: <a href="https://my.ascender.co/Ascender/" target="_blank" rel="noreferrer noopener">https://my.ascender.co/Ascender/</a></i><br /><i>Subscribe here: <a href="https://my.ascender.co/Ascender/PlanComparison" target="_blank" rel="noreferrer noopener">https://my.ascender.co/Ascender/PlanComparison</a></i>
