What's one thing you'd change about your current process for [relevant task]?
Posted: Tue May 27, 2025 7:23 am
When a telemarketer asks, "What's one thing you'd change about your current process for [relevant task]?" they are employing a highly strategic, open-ended discovery question designed to uncover a specific, actionable pain point and gauge the prospect's desire for improvement.
The Strategy Behind This Question
This question is a masterclass in sales discovery for several reasons:
Directly Probes for Pain Points (Without Being Aggressive):
Instead of asking "Are you having problems with X?", which can feel confrontational or lead to a quick "no," this question presumes that there's always room for improvement. It's a softer, more collaborative way to get the prospect to articulate a challenge.
Encourages Specificity:
By asking for "one thing," it helps the prospect focus and buy telemarketing data articulate a precise issue, rather than giving a vague answer or rambling. This specific detail is invaluable for the telemarketer.
Identifies a "Leverage Point":
The "one thing" the prospect wants to change is often a major frustration or inefficiency. This immediately becomes the leverage point for the telemarketer's pitch, as they can then explain how their solution directly addresses that specific problem.
Reveals Priorities:
What a prospect chooses as "one thing" they'd change indicates what's most important or most frustrating to them right now. This helps the telemarketer understand the prospect's current priorities and challenges.
Positions the Telemarketer as a Problem-Solver/Consultant:
By asking for their perspective on improvement, the telemarketer shows they are interested in understanding the prospect's world and potentially offering a solution, rather than just pushing a product.
Gauges Desire for Change (and Urgency):
The way the prospect answers reveals their appetite for improvement.
A detailed answer with exasperation suggests a strong desire for change.
A flippant "nothing really" suggests low motivation.
If they struggle to name something, it might mean the pain isn't significant enough to warrant immediate action.
The Strategy Behind This Question
This question is a masterclass in sales discovery for several reasons:
Directly Probes for Pain Points (Without Being Aggressive):
Instead of asking "Are you having problems with X?", which can feel confrontational or lead to a quick "no," this question presumes that there's always room for improvement. It's a softer, more collaborative way to get the prospect to articulate a challenge.
Encourages Specificity:
By asking for "one thing," it helps the prospect focus and buy telemarketing data articulate a precise issue, rather than giving a vague answer or rambling. This specific detail is invaluable for the telemarketer.
Identifies a "Leverage Point":
The "one thing" the prospect wants to change is often a major frustration or inefficiency. This immediately becomes the leverage point for the telemarketer's pitch, as they can then explain how their solution directly addresses that specific problem.
Reveals Priorities:
What a prospect chooses as "one thing" they'd change indicates what's most important or most frustrating to them right now. This helps the telemarketer understand the prospect's current priorities and challenges.
Positions the Telemarketer as a Problem-Solver/Consultant:
By asking for their perspective on improvement, the telemarketer shows they are interested in understanding the prospect's world and potentially offering a solution, rather than just pushing a product.
Gauges Desire for Change (and Urgency):
The way the prospect answers reveals their appetite for improvement.
A detailed answer with exasperation suggests a strong desire for change.
A flippant "nothing really" suggests low motivation.
If they struggle to name something, it might mean the pain isn't significant enough to warrant immediate action.