A sales coach shares one question to deepen discovery calls: "Have you quantified the financial impact of remaining in the current situation?" Asking prospects to put a number on the cost of staying put surfaces real pain, creates urgency, and moves past surface talk about features.
If you're struggling to get beyond just surface-level discovery that doesn't build any urgency, doesn't get you any impact, having a hard time really uncovering pain, real pain, then ask this simple transition question and watch the results you get in your next 5 meetings. The simple question is, have you quantified the financial impact of remaining in current situation? Give it a shot and watch what happens with the conversations that you have and the level of discovery that you are able to transform. It may sound a little raw, but it's so much better than staying surface level and never getting to the impact. Ask this question and watch what happens with the conversations and how they expand beyond surface level feature and function type conversation.
