Discovery questions help you understand the homeowner: what is happening, how long it has been happening, how it is affecting them, why they are considering changing it now, what they would want instead, and what matters most — the discovery formula: What? How long? Impact? Why now? Ideal outcome? Priority?.
The definition
Discovery questions help you understand the homeowner: what is happening, how long it has been happening, how it is affecting them, why they are considering changing it now, what they would want instead, and what matters most — the discovery formula: What? How long? Impact? Why now? Ideal outcome? Priority?
Two homeowners can call about the exact same project and be moving forward for completely different reasons. Discovery is more than gathering information — average salespeople discover enough to give a presentation; great salespeople discover enough to understand why the homeowner would want to move forward. Don't present until you understand.
Where it lives: Step 3 — Probing & Layering
Knowing what discovery questions means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.