Client Discovery Sales Script 

SOP Number: YES00012 
Effective Date:  4/11/2025 
Revision Date:  4/11/2025 
Owner:  Sales 
Review Frequency: {Quarterly} 

Purpose 

45 discovery questions for your meetings. Use this as a reference and try to memorize all the questions. 

 

 

 

Client Discovery Sales Script  

 

• Connecting Questions  

• "Are you satisfied with the agencies you're currently using, or are you still looking for additional support in staffing?"  

• "I was just curious, what specifically attracted you to your current staffing agencies?"  

• "What has been your overall experience with the staffing agencies you currently work with?"  

• "Besides your current agencies, have you considered exploring other options in the past?"  

• "What initially prompted you to start looking for staffing support?"  

Situation Questions  

• "What are your current staffing needs and challenges?"  

• "Who are your current staffing partners, and how long have you been working with them?"  

• "How many open orders do you typically have at any given time?"  

• "How do your staffing needs fluctuate throughout the year?"  

• "What types of roles are the hardest to fill with your current agencies?"  

• "How do you measure the success of your staffing partnerships?"  

Problem Awareness Questions  

• "What do you like most about the agencies you're currently using?"  

• "Is there anything you wish your current agencies could do better?"  

• "Have you faced any challenges with your current staffing solutions?"  

• "Are there any specific instances where your current agencies fell short of your expectations?"  

• "What impact do these challenges have on your day-to-day operations?"  

• "Have you received any feedback from your managers or staff about the current staffing arrangements?"  

• Two Truths Question  

• "It sounds like you're quite satisfied with your current agencies, but is there anything you would improve if you could?"  

• "You mentioned being happy with your current agencies; if you could wave a magic wand, what would you change about your staffing process?"  

Solution Awareness Questions  

• "If you could enhance your current staffing process, what changes would you make?"  

• "How do you see your operations improving if these changes were implemented?"  

• "What have you done in the past to address any staffing issues?"  

• "If you had the opportunity to improve the efficiency of your staffing process, what would be your top priority?"  

• "Have you seen any new trends or innovations in staffing that you’d like to implement?"  

• "What are the key attributes you look for in a staffing partner that might be missing from your current relationships?"  

Consequence Questions  

• "What if you don’t address the minor issues you’ve mentioned and they become bigger problems?"  

• "Have you considered the impact on your operations if your staffing needs suddenly increase and your current agencies can’t keep up?"  

• "What would happen if your staffing needs suddenly spiked and your current agencies couldn’t keep up?"  

• "Have you considered the potential risks of relying on a limited number of agencies?"  

• "How would a shortage of skilled labor affect your production or service levels?"  

Qualifying Questions  

• "How important is it for you to have a reliable and flexible staffing partner who can adapt to your changing needs?"  

• "Why is it important for you now to look at potential improvements in your staffing process?"  

• "How critical is it for your staffing partners to provide quick turnarounds on open orders?"  

• "Why is maintaining a low markup important to you, and what impact does it have on your overall budget?"  

• "What specific outcomes are you looking to achieve by possibly adding another staffing partner?"  

Transition Questions  

• "Based on what you’ve shared, it seems like there might be an opportunity to streamline your staffing process, especially since you mentioned [specific challenge]. This is exactly what we specialize in—would you be open to exploring how we might help?"  

• "Given the issues you've mentioned, it sounds like there might be room for improvement in your current setup. How open are you to exploring new solutions?"  

• "You mentioned that you're somewhat satisfied but also noted [specific challenge]. How would resolving that challenge impact your operations?"  

Committing Questions  

• "Do you feel like an additional staffing partner could offer benefits that your current agencies might not provide?"  

• "Do you feel that exploring our services could be worth it if we can demonstrate a clear improvement in your staffing efficiency?"  

• "Considering the potential benefits we’ve discussed, do you see value in having an initial trial period with our services?"  

• "If we could demonstrate how our solutions can enhance your staffing process and address your specific needs, would you be willing to take the next step?" 

 

 

 

 

 

 

 

Approval and Revision History 

Version	Date	Approved By	Changes Made
1.0	4/24/2025	IT , ML	Initial Creation

Contact Information 

For questions or support related to this SOP, contact: 
Role/Department: Sales 
Email: [email protected] 
Extension: 918