Inside BS Show

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.

Show Notes

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.

What is Inside BS Show?

Would you like to work with better clients, make more money, and build a business that gives you true freedom?

Have you struggled with the loneliness that comes with working long hours and solving the dozens of complex problems you face as an entrepreneur?

Do you ever feel like the most valuable business secrets are shared behind closed doors—where only insiders have access?

Welcome to The Inside BS Show—your daily invitation to step behind the velvet rope and into the room where real business leaders talk strategy, success, and scale.

These are your people. They've been where you are, and they've gone where you want to go. But most importantly, they feel your pain and can help it go away.

If you're an entrepreneur, CEO of a private company, or leader of a professional firm, this show is your secret weapon.

On each show we break down the business growth strategies that insiders use to win—revenue generation, building influence, succession planning, hiring top talent, navigating legal minefields, and crafting an exit strategy that maximizes value.

But this isn’t just a podcast—it’s a community. We don’t just talk at you; we bring you into the conversation.

Your host, Dave Lorenzo (The Godfather of Growth), gives you an exclusive front-row seat to the insights, strategies, and behind-the-scenes conversations that drive business success.

A new episode drops each Wednesday at 6 AM.

Want to connect with Dave? Call (305) 692-5531.

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