Ask The Right Questions

<p>Provoking Questions vs Discovery Questions: How to Get Your Customer to Think and Self-Reflect<br /> The answer to this is in this podcast let’s get started.</p> <p><span style="text-decoration: underline;"><strong>Podcast Transcript</strong></span></p> <p>There are two types of questions, discovery questions and provoking questions.</p> <p><strong>Discovery Questions</strong><br /> Discovery questions focus on “WHAT.” Discovery questions are designed to identify existing needs, problems, customer pain points, customer’s goals etc.<br /> Discovery questions are designed to get to the known, to ferret out what the customer knows about their environment.<br /> Here are some examples:</p> <p>What are you challenged with?<br /> What are you trying to accomplish?<br /> What happens when you miss XYZ?<br /> How will you be measuring success?<br /> What have been the results to date?<br /> Are you happy with your current environment?<br /> What tools are you using?</p> <p>Discovery questions target the known. Our goal is to “discover” what is happening with the client in an effort to understand their world and offer a solution to their problem.<br /> Discovery questions are great questions that provide the context we need to begin formulating a solution. Normally, however, not the best solution.<br /> Why?<br /> Because discovery questions don’t go far enough.</p> <p><strong>Provoking Questions</strong><br /> Provoking questions take questioning to the next level. Provoking questions are designed to challenge the customer to get them thinking in ways they hadn’t thought. Provoking questions are questions designed to get into the thinking processes and the logic behind their choices. Provoking questions target what is<br /> and was behind the decisions of your customers and prospects.</p> <p>It provides insight into what the customer or prospect knows, what they don’t know and what they will prioritize to make their decisions. Provoking questions help you and your customer or prospect evaluate what they are doing and