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The ABC’s to Proper Discovery Calls

Many reps make this mistake on discovery calls:

They talk TOO MUCH.

And they don’t ask enough of the right questions.

The key is knowing the “ABC’s” to proper discovery calls.

Here’s a simple framework for a solid discovery:

A.B.C.D.E.F.G. – It’s literally the ABC’s ๐Ÿ˜ƒ

A – Ambitions: What does the prospect DESIRE?

B – Buying Influences: Who’s all involved and INFLUENCES the decision? Identify ALL the who’s and their ABC’s!

C – Challenges: What are the problems/pains/challenges?

D – Details: What specific things do they need? (Ex: specs)

E – External Objections: What external things can hold you back from closing? (Ex: competitors, unstable economy)

F – Funds: What funds do they have? NOT budget. Funds means they can ADD to the budget.

G – Goals: What are their overall goals and how does your solution get them there faster or better?

When you spend 90% of the call asking AND listening..

Now you’re armed with the intel to progress the deal forward.

So ask the right questions.

Know your ABC’s.

And you’ll close more.

Do you agree?

PS Want help with your ABC’s? Watch my free on-demand webinar on How to Sell More and Earn More.

#sellmoresellbetter #sales #saleslife


  1. Matt Holladay says:

    Absolutely agree! I see most sales reps focus solely on their presentation and close. Missing the most important part of the sales process! How can you give the prospect a solution if you don’t understand their pain? Thank you Marcus for the ABC’s of discovery questions.

    1. 6x6 Success says:

      You are absolutely right!!

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