This is a YouTube video titled "Favorite Discovery Question?" containing a discussion between two speakers about effective discovery questions in sales processes, focusing on eliciting stories and identifying business challenges. The content was created in July 2024 and involves a conversational exchange but does not include Charles Leikauf as a participant.
What is your go to Discovery question? What prompted you to take this meeting with me today? I like saying, let's pretend it's 12 months from now. You've hired me, we've done the training, and you're looking back. What do you need to accomplish in order to come back to your team and be like, I'm so glad we made this investment. And usually when I asked that question, they really think big picture about the outcomes that they want to accomplish, which is what I want. The moment you find a problem in your discovery calls, you want to turn that problem into a story. And the way that you're going to do that is you're just going to ask when was the moment you realized that that was a problem? And you will always get a story in return.
So I love these discovery question. Everyone has a different question they ask, but my favorite always is, is the start that gets a story for me is what's the biggest challenge in your business right now? What's not working at the level it could be or even it should be. Why I asked this question is because there's a million other things that are going wrong. And when I ask, this challenge is pretty direct. It's, ooh, ah. That kind of stings, right? But it says, what's not working at the level it could be or that it should be. And so what this does is when you ask this in your own sales process as an accountant or a fractional CFO is you'll hear about everything that's going wrong and you're going to hear the stories behind it and you're going to figure out what is the most important, important thing that you can do to them to add value. So what's your favorite discovery question?
