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16.5Talking HeadDirect Question hookB2B
Hook
#1 Discovery Question
@30mpc
25.7K followers · usually 1.5K views a post
Views
22.6K
Likes
920
Comments
6
Shares
121
View velocity
+1.8K views over 3.4d · ~547/day · 4 observations
Why it worked
The video provides a concise and actionable sales tip that directly addresses a common pain point for sales professionals. The use of on-screen text reinforces the key message, making it easily digestible and shareable.
Summary
The speaker explains that the most effective "discovery question" in sales is a multiple-choice question that identifies the prospect's biggest problem that the speaker's product can solve. This helps to steer the conversation and qualify leads, allowing the salesperson to move on if the prospect isn't struggling with any of the presented options.
Structure
- 1Introduce the #1 discovery question
- 2Explain it's a multiple-choice question
- 3Describe how it identifies the prospect's biggest problem
- 4Explain how it helps steer the conversation
- 5Describe what happens when a prospect doesn't have one of the listed problems
Product placement
Shure (microphone brand): appears as a watermark on the microphone. Removing it would not change what happens in the video. Erewhon Market (brand): appears on a hat. Removing it would not change what happens in the video. LinkedIn (social media platform): appears as a logo on a pillow. Removing it would not change what happens in the video.
On-screen text
#1 Discovery
Question
GO TO
MULTIPLE
QUESTION.
MEANT TO
YOU BACK
ARMAND,
YOU SAY
Typically
Typically when I'm talking
with people like you...
They'
They're struggling w
with A, B
or C...
Which one is it
Which one is it for you?
AND A,
B AND C
THE BIGGEST
PROBLEMS
THAT I KNOW
MY PRODUCT
AND THIS
STEER
CONVERSATION
DIRECTION
STRUGGLING.
TELL ME
NEITHER A,
B, NOR C
DUDE,
TO SELL
MOVE ON TO
PROSPECTS.
Original caption
what's your #1 discovery question?
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