Your buyers have heard your questions before. And they have answers ready.

In this milestone 75th episode of Sales Tales, Josh Shirley and David Doherty pull back the curtain on seven of the most common discovery questions in sales, the ones buyers see coming, prepare for, and use against you. Pulled from real sales communities, Reddit threads, Gartner forums, and B2B buyer feedback, these are the questions that are quietly costing you deals, not because they're wrong, but because of when and how you're asking them.

This is not about throwing out your discovery process. It's about getting smarter with it.

In this episode, you'll learn:

• Why "What keeps you up at night?" is overused, ill-timed, and how to replace it with something that actually works
• The right moment to ask about budget, and why asking too soon gets you stonewalled every time
• Why "What don't you like about your current vendor?" puts buyers on the defensive, and the simple flip that opens them up instead
• How "Who besides yourself is involved in the decision?" can backfire, and what process-first questioning gets you further
• Why "How do you do that today?" kills your pain funnel momentum right when you've built it
• The lazy question you're probably throwing out too early and how to make it actually land
• Why "When should we get started?" creates pressure instead of a real timeline

Josh and Dave also share real stories from the field, including a cold call that went sideways when a seller asked about revenue too fast, and an executive meeting in Houston where a reversed question came at completely the wrong moment.

Sales Tales is the sales training podcast that brings you real-world sales tips and strategies grounded in the Sandler methodology. 75 episodes in, and we're just getting started.