Discovery questions are a set of open-ended questions that salespeople use to gather information about a potential customer's needs, challenges, and goals. The goal of these questions is to understand the customer's situation, identify pain points, and uncover opportunities where the salesperson's product or service can provide value.

Discovery questions are typically used during the initial phase of the sales process, when a salesperson is trying to establish a relationship with a potential customer and understand their needs. They are designed to be open-ended and exploratory, allowing the customer to provide detailed information about their situation.

Examples of discovery questions include:

• Can you tell me more about your current situation?
• What are the biggest challenges you are facing right now?
• What are your goals for the next quarter/year?
• How are you currently addressing these challenges?
• What would be the ideal solution for your needs?

By asking these types of questions, salespeople can gain a deeper understanding of a potential customer's needs and identify opportunities to provide value. This can help to build trust and establish a relationship with the customer, which is essential for closing a sale. Additionally, discovery questions can help salespeople to tailor their pitch and solution to the specific needs of the customer, increasing the likelihood of a successful sale.