A Guide to Better Discovery Calls
Learn why open-ended sales questions turn discovery calls into real conversations — and why curiosity beats closed questions every time.
Open-ended sales questions are the difference between discovery calls that feel like an interrogation and discovery calls that feel like a conversation. The skill behind them isn't a script — it's curiosity.
Sales is 50% art, 50% science. Curiosity is where the two meet. At The Middle Six, we teach curiosity as a skill you can build, not just a trait some people are born with. And one of the easiest ways to practice it? Learning the difference between open-ended and closed questions.
What Is the Difference Between Open-Ended and Closed Questions?
A closed question can be answered with one word (usually "yes" or "no.") An open-ended question can't. It requires the other person to explain, describe, or share context.
Closed questions start with words like:
- Have
- Can
- Do
- Will
- Did
- Is
- Are
Open-ended questions usually start with:
- Who
- What
- Where
- How
- Why
- When
- Tell me
- Explain
- Describe
Why Closed Questions Hurt Discovery Calls
Closed questions feel like an interrogation. They get you a fact, but no context. Take these examples:
- "Do you like sales?"
- "Are you good at sales?"
- "Is selling your favorite part of your job?"
- "Have you had much experience selling?"
Every one of those gets a yes or no. No story. No insight. Nothing you can actually use to help the person on the other end of the call.
What Good Open-Ended Sales Questions Sound Like
Now flip the same questions:
- "What do you like about sales?"
- "How would you rate yourself as a salesperson?"
- "Tell me about your favorite part of your job."
- "Describe the kind of experience you have selling."
Feel the difference? These questions give you real information. And they stop you from making assumptions — because genuine curiosity means knowing everyone sees things differently. You know what happens when you assume.
Why This Trips Up Even Experienced Sales Reps
This is one of the hardest sessions in our Closing the Deal Sales Boot Camp. We have people rapid-fire write down the questions they actually ask on discovery calls. Then we walk the room and catch the closed questions sneaking back in.
Old habits are hard to break. Most reps don't realize how often they default to closed questions until they see it written down in front of them.
How to Start Practicing Open-Ended Questions Today
Download our free Open-Ended Question Cheat Sheet to practice before your next discovery call.
Frequently Asked Questions
An open-ended sales question is one the other person can't answer with a single word. It usually starts with who, what, where, how, why, when, or phrases like "tell me" or "describe."
Ready to Build This Into Your Sales Process?
Curiosity isn't just a nice quality to have — it's a skill your whole team can practice and improve. If your team's discovery calls could use a reset, our Closing the Deal Sales Boot Camp covers this and more.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
