These discovery questions for sales are designed to help you build healthy relationships with your clients. Who is your ideal client? Before you start selling to a prospect, you need to develop trust and value. With this first question, your goal is to figure out how you can help the prospect by helping them find their own clients. Who can I introduce you to who would change everything for you? Similar to the first question, this is another way of creating value for your prospect before you even start talking about selling. If you can introduce them to someone who can help them, they’ll be more likely to spend money with you. If you could change one thing about your business, what would it be? If a prospect’s answer to this question is to connect with a certain person, do what you can to introduce them. If they need something else, figure out if you can help them. Why is this important to you personally? This question is really a follow-up to the previous two. Why is this person important? Or, why do you want to change that one thing? Part of a consultative sales approach is attaching emotional value to a problem, which adds trust to your relationship. Would you like some help with that? This is where you close the deal. Hopefully, at this point you’ve used a consultative sales approach to build rapport. Now, you can focus on solving his or her problem. However, it’s important to ask the four preceding questions first. Discovery questions for sales are meant to bring you and the prospect closer so that selling feels as natural as possible.