5 Discovery Challenges Salespeople Face (And How To Overcome Them)

Discovery questions are some of the most important – and powerful – tools in a salesperson’s toolbox. They’re essential  for building trust and rapport with your Buyers and crucial in order to gather the most important information you need to present your best solution and CLOSE MORE SALES.

However, many salespeople feel challenged when navigating the discovery questioning process and are faced with many obstacles they must overcome. Here are the top five challenges sales professionals face when questioning for discovery as well as some  insights and solutions for overcoming them.

1.Difficulty getting the buyer to open up: Salespeople may have trouble getting the buyer to open up and share information about their business and current situation. This can make it difficult for the salesperson to gather the information they need to make a successful sale.

• Establish trust and rapport by building a genuine connection with the buyer
• Use open-ended questions to encourage the buyer to share more information about their business and current situation
• Use active listening skills to show the buyer that you are genuinely interested in their needs and concerns

2. Lack of understanding of the buyer's industry: Salespeople may not have a deep understanding of the buyer's industry, which can make it difficult for them to ask relevant and meaningful discovery questions.

• Research the buyer's industry prior to the meeting to gain a better understanding of the challenges they face
• Ask the buyer to explain their industry and related terms that you may not be familiar with
• Seek out industry experts or mentors who can provide insights and advice

3. Resistance to sharing information: Some buyers may be resistant to sharing information, either because they are concerned about revealing trade secrets or because they are skeptical of the salesperson's intentions.

• Build trust and rapport with the buyer by being transparent about your intentions and reasons for wanting the information
• Provide value to the buyer by showing them how the information they share can help solve their problems
• Provide reassurance by sharing information about your own company's confidentiality policies

4. Inability to ask the right questions: Salespeople may not know what questions to ask or may ask questions that are not relevant or meaningful to the buyer.

• Prepare a list of relevant and meaningful questions to ask the buyer in advance
• Use open-ended questions to encourage the buyer to share more information
• Use active listening skills to understand the buyer's needs and tailor your questions accordingly

5. Difficulty building trust and rapport: Without building trust and rapport with the buyer it may be difficult to get the buyer to open up and share information, which can impede the sales process and make it difficult to close the sale

Be transparent and honest in your interactions with the buyer

Use active listening skills to demonstrate that you are genuinely interested in the buyer's needs and concerns

Show the buyer the value of your product or service and how it can help solve their problems

Share your own experiences and expertise to establish credibility and build trust

Understanding the buyer's needs and building trust and rapport with them is crucial in order to make a successful sale. The challenges that salespeople face during the process of discovery questions can be overcome by approaching them with the right mindset and strategies. Remember to establish trust and rapport, research the industry, be transparent, ask relevant questions and use active listening skills. By following these solutions, you will be able to overcome the common obstacles and successfully gather the information you need to close the sale. As always, keep learning, keep growing and keep selling.