7 Discovery Questions That Make Prospects Open Up Fast

Want prospects to trust you faster? Stop interrogating them with data questions and start asking the kinds of questions that unlock real motivation.

Most advisors think they are running a good discovery process, but in reality, they are just collecting surface-level information:

• “What’s your income?”

• “How much do you have saved?”

• “When do you want to retire?”

These questions are necessary, but they are not differentiators. Every advisor asks them.

The real advantage comes from asking questions that go deeper than numbers — questions that reveal urgency, emotion, and personal vision. When a prospect hears themselves say out loud what’s really at stake, buying becomes their idea, not yours.

Try These 7 Discovery Questions in Your Next Prospect Call

The Rule: Ask Less. Pause More.

Most advisors rush through discovery because silence feels uncomfortable. But the most powerful insights come in the pauses.

When they answer, wait. Let them elaborate. If they go emotional, stay there.

The goal is not to qualify. It is to make them feel understood.

If you guide the conversation well, they will sell themselves on the solution.

Apply to join East Coast Coaching's Sales Mastery Cohort today and check out our website for more insights to upgrade your client service process and turn more leads into clients: https://bit.ly/495JHvF