The question that makes prospects stop trusting you

I was listening back to one of our discovery calls the other day.

It wasn’t even a bad call.

The prospect was engaged.

They answered everything.

Nobody hung up.

But I couldn’t shake the feeling we’d left something on the table.

I replayed it a couple of times.

Then it hit me.

We kept asking “why.”

Why did you choose that vendor?

Why haven’t you fixed it?

Why are you doing it that way?

I’ve probably asked those questions hundreds of times.

You probably have too.

The funny thing is...

I don’t actually think they’re bad questions.

I just think they put people in a weird spot.

It’s almost like they’re being asked to justify themselves.

Even if that’s not what you meant.

Lately I’ve been catching myself before I ask “why.”

I’ll say...

“Walk me through that.”

Or...

“How did you end up there?”

The conversation just feels a lot different.

Anyway...

That turned into a much bigger conversation on this week’s podcast.

We started talking about discovery.

Then we somehow ended up talking about why the best reps usually ask fewer questions.

Which sounds backwards.

Until you hear the explanation...

There were a few other bits in there that I wish someone had told me years ago.

If discovery is something you’re working on at the moment, I think you’ll get a lot out of this one.

Watch the episode here

-David