We all know that we need better sales discovery conversations if we have any hope of fully understanding, and collaborative solving, our customers’ business challenges.

Aaron Evans delivers great advice in his short videos, and this one is no exception.  Instead sounding like a mechanical, metal-based, machine-based answering service driving people through your long list of questions, using framing to make the discovery more conversational, more open-ended, leading to real conversation and better sales discovery.

Consider starting your questions with framing question prefixes such as theses.

  • This may sound like a silly question but…
  • This may sound like a really salesy questions but…
  • I’m not going to ask for intimate business detail but…
  • This may seem like I’m asking a lot of questions but…
  • This might require some thought but…
  • This might be a difficult question to answer but…