A short transcript excerpt from a YouTube video presentation advising salespeople which discovery questions to avoid early in calls. The speaker warns against asking prospects to enumerate problems or budgets in the first 5–7 minutes, arguing prospects often don't yet know their problems or needs.
Here's some questions I want you to avoid. If I ever hear you say these questions, I am going to come through that phone or zoom, and I'm going to find you. So, Sully, what are two problems that keep you awake at night? Can you tell me two challenges you're having? John, what are you looking for in a solution? What's your budget for this type of thing? How can you ask him what type of budget they have in the first five to seven minutes when they don't even know what problems they even have yet? That's impossible.
