Increase Appointment Set Rates with Better Discovery Questions
A quick win for your Commercial BDC
Commercial customers are busy—they’re not always going to respond to the standard “Do you have a minute to talk about your vehicle needs?” approach. A quick win for your CBDC is to train your team to ask sharper discovery questions that uncover pain points. This will open doors to more meaningful conversations.
For instance, instead of leading with a vehicle specific question, try: “How are your current vehicles holding up for all the work you’re doing?” or “What’s been your biggest challenge with your fleet this year?” These open-ended prompts encourage prospects to share real frustrations, giving your team a natural way to position solutions. From there, the appointment feels less like a pitch and more like a problem-solving session. Dealers who’ve adopted this approach often see appointment conversion rates (conversion to sales) rise significantly—because they’re no longer just selling trucks, they’re helping businesses run their fleets easier and smarter.
If you would like to learn how to apply these strategies inside your dealership, reach out to Casilyn Lund (casilyn.lund@onenexusgroup.com) to explore our CBDC training program and see how we can help your team set more appointments, build stronger customer relationships, and grow commercial sales.
Increase Apointment Set Rates with Better Discovery Questions