How To Sell Tech Power Hour - Creating Discovery Questions

Having a set of prepared discovery questions that can help you qualify a deal, but also provide real value and advice to your customer is essential to ensuring they want to book a follow up meeting with you.

Great questions are not an interrogation, they show your expertise and help the customer to see around corners - to show them what they don't know.

In this Power Hour you will create a list of over 20 unique discovery questions focused on your customers and your territory.

Following the SPIN Selling format you will build Situation and Problem questions to understand the current scenario, and then Implication and Need/Pay-Off questions to help the customer understand how their current situation is impacting their business objectives.

The Power Hour series is not a normal online course that you have playing in the background. You will be doing some work and you'll get an outcome!

The session flows like this:

• 5 minutes: Introduction
• 10 minutes: Topic background
• 5 minutes: Task introduction
• 15 minutes: Working Session #1
• 5 minutes: Check In
• 15 minutes: Working Session #2
• 5 minutes: Wrap Up

What you will need:

• 60 minutes with no distractions (early morning, evenings, weekends)
• Ideally a second screen but not essential

This is exactly the framework that I use in my own career developed over 20 years of selling tech and cloud products and services to companies from SMB to Enterprise, direct and via channel partners.

Note: This is a pre-recorded power hour session that I'll be guiding you through - so you can complete it when you want and as many times as you want.

My promise to you:

After these 60 minutes you will have created at least 20 discovery questions to use in your next customer calls.

Why a power hour?

As a salesperson I like my own learning to have three things:

• I want to learn from other salespeople - people that are dealing with the same challenges, making the same calls, building the same plans.
• I want to learn in quick bite sized chunks - no four day negotiating workshops
• I want to use real examples from my own pipeline - no theory

If you like to learn in the same way then you will love the Power Hour series.

100% refund guarantee: If after 60 minutes you have followed the working sessions and have not created at least 20 discovery questions I'll provide you a 100% refund - no questions asked.