Fact find / discovery call tips

Ask about your prospects' pain points/objectives in different ways to get the full answer. I always aim for 3 pain points/objectives and base my questions on Personal, Money and Process. I then ask them what they see as success in 6 months or a year’s time (dependent on their timelines for success):

Personal: How will this affect them personally? Will they get a promotion? Will they see their family more? Will reporting to the board be easier? Will life just be less stressful for them? 

Money: Need to hit sales targets! Drive more leads! Lower costs for PPC! Improve conversion rates!

Process: They don’t have time? Not enough resources? Don’t have the right tools? Don’t have the right knowledge? 

This should give you enough to fully qualify your lead in or out, so you know whether you can help them or not. This will also make sure you answer their exact issues in your proposal and prevent many of their potential follow up questions

What questions do you ask? How do you get the most out of a fact find?