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Sales Discovery Questions

Owner: Sales Lead (Uses in calls), Marketing Lead (Refines based on feedback)
Purpose: Uncover buyer priorities and map to Big 5 content

Big 5-Aligned Discovery Framework​

Use these questions to:

  • Understand buyer's true priorities
  • Identify which Big 5 content to assign
  • Pre-qualify budget and timeline fit
  • Build rapport through good listening

Discovery Questions by Big 5 Topic​

Pricing & Budget Discovery​

  • "Have you set a budget range for this project?" (qualify)
  • "What's driving your budget—timeline, specific features, or overall investment?" (understand priorities)
  • "Have you reviewed typical costs for projects like this?" (check if Assignment Selling content was consumed)
  • "What's your plan for financing—cash, home equity, loan?" (feasibility)

Problems & Concerns Discovery​

  • "What are your biggest concerns about this remodel?" (surface fears)
  • "Have you had previous contractor experiences—good or bad?" (understand baseline expectations)
  • "What would make this project a failure in your mind?" (identify must-avoids)
  • "What keeps you up at night about this decision?" (deeper fears)

Comparison & Decision Criteria​

  • "Who else are you talking to?" (understand competitive set)
  • "What criteria matter most when choosing a contractor?" (price, quality, timeline, communication)
  • "How will you make your final decision?" (decision process)
  • "What would make you choose one contractor over another?" (winning criteria)

Reviews & Trust​

  • "How did you hear about us?" (referral, search, review)
  • "What impressed you when you researched us?" (what's working)
  • "Have you read reviews from our past clients?" (check Assignment Selling completion)
  • "Is there anything that would prevent you from trusting a contractor?" (address upfront)

What to Expect & Process​

  • "What's your ideal timeline for starting and completing?" (alignment check)
  • "How much disruption can you handle?" (kitchen/bathroom unavailable)
  • "Who's involved in this decision—just you, or spouse/family?" (identify stakeholders)
  • "What does success look like when this project is done?" (outcome focus)

Using Answers to Assign Content​

If they haven't reviewed Assignment Selling content:

  • "I notice you haven't seen our [process video / pricing guide] yet. Let me send that over—it'll answer a lot of these questions and help you prepare for our meeting."

If they express specific concern:

  • Budget anxiety → Send pricing breakdown, value content
  • Timeline worry → Send timeline guide, "why projects take longer" content
  • Trust issues → Send testimonials, "how we handle problems" content
  • Decision paralysis → Send comparison content, buyer guide

Goal: Use discovery to identify gaps, assign relevant Big 5 content, improve qualification.

After Discovery: Next Assignment​

Based on call, assign pre-estimate content:

  • Case study similar to their project
  • Process documentation
  • Value/pricing explainer (if needed)

Sales: "Before our estimate meeting, I'd like you to watch this case study of a project similar to yours. It'll help you see what's possible."

Learn More​

  • Read: Assignment Selling — Full framework
  • Read: Big 5 Content — What content to assign
  • Tool: Full discovery call script template (create in templates)

Good discovery questions help you listen well, uncover real needs, and assign the right content. The goal is understanding, not pitching.