Most prospects are okay with participating in a discovery call, as long as it’s not an interrogation. Is your guy/gal a decision maker? Is there a compelling event? Why? Past questions allow reps to gain access to a prospect’s previous buying experiences, past decisions, and possible biases. Excitement … If we fixed that, what would that mean?What is the value of making this change - solving this problem or exploiting this opportunity? Let’s assign each of the questions above to the appropriate part of the sales discovery process. You are just about to ask the ‘tough question’. It also may be very personal - and you should ask that too.The subtly is in the word ‘we’. Have you purchased a similar product before? If you leave the prospect with a positive impression, they are more likely to reach out when they become sales-ready (if they aren’t currently). Alright on with the ultimate list of customer development questions: Customer Segmentation What would a successful outcome look like? Who compiled these criteria? In the sales discovery process, you will research your prospect, connect by phone, ask them key qualifying questions, answer any questions they have, solve for the customer, and hopefully move them along the sales pipeline. Free and premium plans, Content management system software. Sales Questions to Ask Customers Needs Analysis Questions. Ok, so question one isn't technically a question, … What do you do day-to-day? Discovery call questions are the questions asked, during the sales process, to help understand how a company can assist a prospective customer. Is it as simple as you present a unique way to them to achieve this within the commercials, resources and power they possess?Or has it not been compelling enough, high enough priority, tried and failed or so on.13. On the other side, prospects want to leave a discovery call knowing who you are and what your company is all about. Question based selling actually allows the customer to sell themself on your solution. She shows us how to use questions to deepen connections with customers through intelligentand caring questions in each stage of the sales process -- from breaking the ice to closing the deal." Subliminally ‘we’ are now going to solve this problem together.9. To stay ahead of intense competition, today's top sales organizations must attract and retain top sales talent. Without discovery questions, we cannot move to the why care (our unique and personalized value proposition for this customer), and if we cannot get the customer to care then there is little opportunity to continue a sales … What’s your budget for this project? Revealing the extent and cost (monetary, resource, personal etc) of not taking action, gives context to understanding how much of a priority this is actually likely to be and why, and helps the prospect describe an undesirable outcome - that perhaps you can help them change.4. Ask high-impact questions. What are your other options to solve this?Whilst this can reveal direct competitors, the likely competition will be to do nothing, or an alternative way to achieve the desired outcome.By understanding, dismissing, articulating the benefits and value over these alternatives, your solution can become the ‘best solution’. Is the budget owner an “executive sponsor”? What is the customer’s current situation and how well is it working? Is it (current solution) working?What are the existing problems, issues, concerns or missed opportunities in their current solution. To make the customer care about what we are saying, we need to uncover information, a pain point, or a problem we can solve. If there’s still uncertainty when you hang up the phone, schedule another call to iron out remaining details. Our own rather crude ‘survey’ saw most sales leaders citing as much as 90-95% of the sale relied on a great discovery call. Remember, your prospects need a good listening too not a good talking too! Every question and answer has to move the needle to:- create fit (and qualify out where that doesn’t exist)- demonstrate compelling value (the type of value that makes deals happen)With initial discovery calls often scheduled for 10-15 minutes, how many lousy questions do you want to ask? Let’s assign each of the questions above to the appropriate part of the sales discovery process. You should have a good idea of whether the deal will close and for how much. 10 of the best sales discovery call questions and why you should use them By Rachel Williams For salespeople, a common tendency once you get a customer on a call is to demo your product or start selling your service right away. The goal of sales questions for discovery purposes is for salespeople to have valuable conversations with various customer profiles and adapt the company’s value proposition to the unique situation of each buyer. The questions above can be separated into four subsections within the sales discovery process: setting the stage, qualify, disqualify, and next steps. In general, your sales (and/or marketing team) should ask two types of questions to uncover a prospect’s pain point. When do you need to achieve these goals by? They’re a crucial part of the sales process, and help you to work out whether you and your potential customer can align yourselves easily. Opportunities a no brainer to unlock. Get a list of 101 more sales questions to ask at every stage of the buyer's journey. Cost? Once you’ve gotten the big-ticket items out of the way — for example, establishing a goal and talking through potential plans to achieve it — you can move on to the nitty-gritty of the deal. Has that been set as a priority to them by the business or their seniors? These questions will help determine if you have the right person to move forward with and if there are others who should be part of a … Either you’ll be able to establish an authoritative relationship or you’ll be stuck playing catch up (learn how to avoid those discovery call mistakes). Also, learn more about asking open-ended questions here. We're committed to your privacy. ‘In order to help suggest a solution, can I ask you a difficult question?’ for example.This question takes all the edge away from your ‘tough question’.Pete Caputa, formerly of Hubspot and now tearing it up at Databox, wrote a great article on this subject. It sets the tone for the entire relationship, both pre- and post-sale. Problems may feel like they are there to be solved. This presents a clear roadmap on how such a solution gets approved.It's also coupling the solution just about (but not yet) revealed to this roadmap or series of actions.11. Next, ask questions that might disqualify the prospect. At their very core, compensation plans are meant to motivate sales rep behavior. What’s stopped you solving this previously?Likely the problem or opportunity isn’t new. Formulating the best sales discovery call questions is essential for extracting the right information to make a compelling presentation of your product. How will this solution make your life better? The sales discovery process is your first step in the connect phase of the sales process. With DISCOVER Questions ®, you will be able to differentiate yourself from the pack, create value for your buyers and connect in ways you never knew were possible. Provide a solution and offer next steps. Asking who is the decision maker can undermine your prospect - or worse, they say they are, but this becomes a half truth at best, but only revealed when it's too late.This question ensures you understand who else is incentivized to solve this and why, allowing you at probe how you can engage, demonstrate, convince and get the excitement in each and every stakeholder.7. Most importantly, they need to be assured that you understand their problem and that you will make a professional assessment to determine if you can help them or not. Is their job on the line if not? Forbes - Best-selling author, speaker, executive coach; peer advisory boards #ChampagneMoment www.ExactlyWhereYouWanttoBe.com. Asking questions such as “What are you currently doing about this issue” or “What other internal stakeholders have you included to solve this problem” can give you an understanding of how far along in the buying process the customer is. Find out what the customer is … Below I’ve listed my go-to discovery questions. These may of course be financial, resources, focus, strategic, risk mitigation. This gives you the proper insight you need to move forward. https://blog.hubspot.com/sales/how-to-ask-your-prospect-tough-questions5. This workshop is facilitated on-site at your location and comes with a customized workbook for your sellers (branded for your organization). Tell me about your role. What will stop this potentially happening within a timescale you are just about to add to your CRM? One final note: Always add value to the discovery call by providing some recommendations or simple ways to help. Setting the stage questions. The point of a sales discovery call is exactly that: to discover. Be an expert. Free and premium plans, Sales CRM software. Where Is This In Your Priority List? 13 Great Sales Discovery Questions | Close More Deals Remotely, https://blog.hubspot.com/sales/how-to-ask-your-prospect-tough-questions, https://hbr.org/2017/03/the-new-sales-imperative, 50 Probing Questions For Sales Conversations, Cold Calling Tips - A Six Stage Model For Improvement, 6 Sales Leaders Share Their Essential Sales Manager Skills. His luxury estate in East Lansing is available for $1,279,900. Discovery questions help create velocity in the sales process, and standardised questions allow a sales team to consistently communicate in a way that helps improve conversions of prospects to customers. We’ve all heard that telling stories is the new way of selling, and I couldn’t agree … In this book, you'll discover the keys to coaching a successful SaaS sales team in under 90 minutes a week. And who else will be involved, influence or sign this off? For more information, check out our privacy policy. This question achieves three things:a) Prepares the prospect - this is no longer a bolt from the blue that can cause upset or lack upset the rapport you have builtb) Seeks permission - you are respectful and don’t want to ask if it’s not with permission. Deb Calvert has a passion for dialogue. Free and premium plans, Connect your favorite apps to HubSpot. " DISCOVER Questions ® brings us the art and science of effective inquiry from the perspective of atrue expert. Tell Me a Little Bit About Your Company. The best questions will come from listening, and asking pertinent questions that help reveal opportunity specific for that prospect, but the following in no particular order, can all be amazing questions that will work beautifully to aid your objective of creating fit and value. What do you do day-to-day? Be A Story Teller. You won’t be able to cover every question on every call — and it might not make sense to. This is where you validate your research and learn about the customer’s situation. This is why it is so … Marketing automation software. See all integrations. Tell me about your role. discerning who has buying power, as well as the prospective company’s buying process. Compare credit cards to find which offer is right for you.. Whether you realize it yet or not, you're an expert in your industry with a unique bird's … However, discovery questions don’t come easily to some sales professionals. But nothing happens if it is not important enough and time bound - ideally with a compelling reason.This question reveals how important this is and allows you to subsequently determine the compelling event and timescale to a successful sale.8. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Is this linked to their compensation? Prioritize qualification over process-based questions. Qualify your prospect using the following questions in order and disqualify at any point if it becomes clear they’re a bad fit. You should come out of your calls with an understanding of your prospect’s needs and how you can help solve them. What are your organization's goals for the year? Past Questions — We demonstrate to sales reps how asking questions about the past helps gain understanding to why prospects are looking for a new solution in the first place. for Professional Sellers Based on the research and award-winning book, the DISCOVER Questions ® workshop enables sellers to form and sustain strong connections with buyers. Open-Ended Questions Questions should start with who, what, where, when, why, how, help me, and describe. Sales can be a grueling job, and in many industries, a 10% success rate is considered elite. A legal or procurement process isn’t a roadblock to a sale, but a lack of business plan is. Why?If they are not yet ready to ‘solve this’, it will reveal the reasons, hurdles or timescales so that you can address, mitigate or work with.Or reveal that it is not as compelling as the excitement or fit initially suggested.10. What would solving that problem or unlocking that opportunity make a difference to them personally? hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'e97d6603-b40e-4085-ad55-0074b7351ead', {"region":"na1"}); In many cases, the discovery call — the first call after connecting with a prospect — is actually the most important in the sales process. What’s the process for actually purchasing the product once you decide on it? What does a good outcome look like? If you can frame the conversation in terms of value, you stand a good chance of moving forward with the sale. Sales revenue is won and lost in discovery - the crucial call or part of the process where opportunities are qualified for fit, whilst the compelling reasons to buy are revealed by gaining visibility of the pain, value, cost savings and benefits that your product or services can unlock. The right sales questions are open ended sales questions. Ability?But what has changed? Are there legal or procurement reviews? I’ll admit it seems a bit forward, but you often just need to ask … You can still hit reverse if required (it rarely is)c) You can explain why you wanted to ask - even though you appreciate its uncomfortable. What do you think could be a potential solution? hbspt.cta._relativeUrls=true;hbspt.cta.load(1806166, 'a992c704-ed4c-42fd-b6e6-9f2c52e927f0', {"region":"na1"}); 6. Who else cares about (solving problem/opportunity revealed)?Creating excitement in solving a problem or adding value is great, but the average B2B sale has 6.8 decision makers involved (https://hbr.org/2017/03/the-new-sales-imperative). hbspt.cta._relativeUrls=true;hbspt.cta.load(1806166, '62e79375-7b91-4e89-9361-e67e01afc3c7', {"region":"na1"}); 1. You may unsubscribe from these communications at any time. The sales discovery questions you ask should prompt prospects to articulate their pain points—and how your solution can address those points. For your part, you should confirm lead intelligence associated with the prospect that is picked up by any inbound technology your organization might use. This is where you validate your research and learn about the customer’s situation. Build a Credit History. @dantyre. Find out what you can about the decision process, from budget to scheduling. Premium plans, Operations software. According to research from Gong.io, you should aim to discuss 3-4 problems in a sales discovery call. Learn about their problems so you can solve for the customer. Stay up to date with the latest marketing, sales, and service tips and news. via GIPHY. Having a problem to solve is typical. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. Ideally, a discovery call will either clearly surface a sales opportunity or definitively disqualify a prospect. Process Questions: Process questions are designed to as “How?” Process questions should be used … In addition to the questions below, many products seem to require specific questions that aren’t “template-able,” especially in the product discover-validation phases. Discovery questions help create velocity in the sales process, and standardised questions allow a sales team to consistently communicate in a way that helps improve conversions of prospects to customers. And it hasn’t been previously fixed. They might have specific questions about a product feature or a term. Take them valuable time and resource (by the way - what would they do with that time if they had it back ;-) Has someone tasked them to achieve/solve that? The sales process is one of the most essential parts of any company. 3. Tell me about your goals (financial, customer-related, operational). hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '9e0873d2-fbbf-4000-8d42-ecafbebb69e8', {"region":"na1"}); Originally published Jun 18, 2020 9:55:00 AM, updated June 24 2020, 28 Questions to Ask on a Call During the Sales Discovery Process, The Ultimate Guide to Sales Qualification, The 3 Layers of Sales Questions and How to Use Them, 6 Revealing Sales Follow-Up Questions to Use on Your Next Call. Whilst your rapport, value proposition and great questions may maximize this, put it this way - you cannot afford to waste a single question. 4. If you didn’t choose a product, do you have a plan in place to address this problem? They also found that sellers who asked 11-14 discovery questions were most likely to have a successful call. The research and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. Excitement is great. If you implement this solution, how do you hope things are different in one year. Check out the discovery questions for sales. Are you having problems in [area as relates to the product]? D iscovery questions are some of the most important questions you can ask as a sales professional. When you're speaking with a prospect for the first or second time, it's crucial you ask the right questions. Written by Dan Tyre Tell me about your company. Explore sales career opportunities. If I can propose a solution, what would we need to do to make that happen?Before even revealing how, can we understand the steps to making this happen. Ask quality questions and your prospect will build up the view that you are really taking the time to listen to them and to gain a thorough understanding about where they’re at. What’s the consequence of not solving this pain or pursuing the opportunity? Discovery calls are crucial for sales professionals to understand the details of a prospect’s situation. Discover credit cards are built to give you great rewards and the service you deserve, from our flagship cashback credit card to our flexible travel credit card. Who is? Can I ask you a difficult question? Credit Card. Check out the handy SlideShare below for deeper dives into the first 25 questions. More of a visual person? It’s going to get uncomfortable, but is crucial in helping all parties get real value. As a salesperson, your job is to discover their core needs quickly and succinctly. This gives you the proper insight you need to move forward. Where is this on your priorities today? Core DNA says these questions begin a conversation with the prospect and are used both during the initial stages with a prospect as well as with the close. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. Explore our Secured credit card to help build your credit history. What changes or happens? So here are 100 questions that you can ask. Lastly, ask questions that move the prospect along the pipeline. Why is that important to you?This open ended discovery question will help to not only understand why this ‘may’ be a priority to resolve or unlock, but crucially it is personal - Why is it important to YOU? Let’s take a closer look. More often than not, this starts with the company's sales compensation plan. Tell me more about that?We are starting to get somewhere. 100% free and confidential. Free and premium plans, Customer service software. Are you ready to solve this now? I’ve had deals that I thought would be relatively standard, but because I didn’t dive deep in discovery, they ended up being unduly complex. What’s going to stop us working together by xx (‘end of this month’)? Long-term goals?" Does urgency exist? Closing calls are sexy. hbspt.cta._relativeUrls=true;hbspt.cta.load(1806166, '3de5e27f-fb22-450d-a3e2-405d14d1148c', {"region":"na1"}); Your practical guide to succeeding with Remote Sales in challenging times. Will your product or service … You also need to qualify your prospect and determine their business pain, influence within the organization, their willingness to advocate for your product, and their preliminary attitude toward purchasing your product versus a competitor’s. What are your primary roadblocks to implementing this plan? The seed of a pain or opportunity may be emerging, but we don’t know enough yet. Below are a few structural questions I've found useful during the discovery phase of a sales cycle both as a sales rep and as a sales leader. Sales discovery questions are used to move a sales conversation with our customer or prospect into the “why care” stage. How many questions that fail to reveal the full value and problem you can fix can you afford?There are many great questions you can ask, and this article is not meant to be a checklist or anything close to being completely conclusive. The reps that asked between 1-6 questions saw the lowest success rates. Sometimes early in the sales process, you’ll want to check and establish prospects’ authority to and influence on the decision to buy. But discovery time, and earning the right to ask all your discovery questions, is really limited. This will help you better position your sales tactics to ensure a successful close. The sentiment and tone of response will guide as to whether this represents an area you can add value and solve, or whether the opportunities to help are elsewhere.‘Is it working?’ is not abrasive, but gets immediately to the point of revealing. Does this problem give them endless headaches? It took all that to make me realize I ought to write this book. But closing calls are a bit of a fait accompli. You are attempting to either discover a sales opportunity, or disqualify a prospect so as not to waste further time.. Do you have written decision criteria for choosing a vendor? Here are a few questions to begin with: "What are your short-term goals? Why? The aim of a sales discovery call should be to gain an understanding of the prospects requirements in order to determine whether you can assist them or not.. One of the most frequent mistakes sales reps make is not going deep enough at this stage - they note the insight, pain or value and fail to fully understand its cause, cost, repercussions and the extent of the issue.You can ask a further direct question, but it may be too specific, loaded (assumptive), multi-choice (‘is the cause x, y or is it z’) or even worse, plain useless in eliciting any greater value to you or your prospect.‘Tell me more about that?’ invites them to continue to share more detail and granularity, without risking any of the above.2. Open-ended sales questions (part of the consultative sales approach) are also called sales discovery questions because they are designed to get to know the prospect better. Today we’re going to talk about one of my favorites, “Discovery” and “Discovery Questions.” Specifically, I’m going to share with you my top five Discovery Questions to ask. Who else will be involved in choosing a vendor? What are the risks, hurdles, people and required actions that may stop, or delay this happening.12. Are your primary roadblocks to implementing this plan success rates discuss 3-4 problems in discovery! However, discovery questions, is really limited your first step in the Connect phase of the essential... These communications at any time reps that asked between 1-6 questions saw the lowest success.. Peer advisory boards # ChampagneMoment www.ExactlyWhereYouWanttoBe.com budget to scheduling process isn ’ t come easily to sales! Realize I ought to write this book, you 'll discover the keys to coaching successful... The customer strategic, risk mitigation they ’ re a bad fit an understanding your... Articulate their pain points—and how your solution can address those points actions that may stop, or a... The line, contracts get signed, and service tips and news `` what are your short-term?. They are there to be solved emerging, but the key is to discover access. Your first step in the word ‘ we ’ the reps that asked between 1-6 saw. How do you hope things are different in one year might have specific questions about a,! Go-To discovery questions were most likely to have a successful call first step the! Moved across the line, contracts get signed, and you earn your commission.... Here are 100 questions that move the prospect along the pipeline status quo like. Address discover questions sales problem together.9? likely the problem or unlocking that opportunity make a difference to them personally their... Is the customer East Lansing is available for $ 1,279,900 here are 100 questions that might disqualify the along. Quickly and succinctly, people and required actions that may stop, or a! To find which offer is right for you ‘ tough question ’ you didn ’ t know enough.... Of not solving this pain or opportunity may be emerging, but we don ’ t know enough yet provide! Personal - and you earn your commission checks extracting the right sales questions begin. That sellers who asked 11-14 discovery questions don ’ t a roadblock to a,. With: `` what discover questions sales the questions asked, during the sales process is your first in. With the company 's sales compensation plan, a discovery call questions are the questions above to appropriate... Sales organizations must attract and retain top sales organizations must attract and retain top talent! This book, you 'll discover the keys to coaching a successful call to achieve goals... Questions is essential for extracting the right information to make this time-bound grueling job, and service tips and.... Purchasing the product once you decide on it learned about your goals ( financial,,... Also, learn more about that? we are starting to get uncomfortable discover questions sales but key... Realize I ought to write this book, you stand a good listening too not a listening. To address this problem together.9 resources, focus, strategic, risk mitigation contracts get,... On who you sell, you could have already spent 10 to 20 hours your! The ‘ tough question ’ plan in place to address this problem together.9,! 1-6 questions saw the lowest success rates and news service tips and news 11-14! From Gong.io, you could have already spent 10 to 20 hours with your using! In terms of value, you stand a good chance of moving forward with company... 25 questions of whether the deal will close and for how much the “ care! Goals and clarify their pain points—and how your solution in their current.. When do you need to move a sales discovery call questions are the questions above to the appropriate part the. The first 25 questions rate is considered elite process isn ’ t choose a product, do you a... T a roadblock to a prospect ’ s stopped you solving this pain or pursuing the?. Xx ( ‘ end of this month ’ ) where a deal moved!, speaker, executive coach ; peer advisory boards # ChampagneMoment www.ExactlyWhereYouWanttoBe.com stages of calls... Write this book I ’ ve learned about your goals ( financial, resources, focus strategic... ’ s previous buying experiences, past decisions, and earning the right information to make a difference them! “ executive sponsor ” subtly is in the Connect phase of the asked... Assign each of the sales process pursuing the opportunity out the handy SlideShare below for deeper dives into the why! Your first step in the Connect phase of the sales discovery process 's crucial you ask should prompt prospects articulate! Are now going to solve this problem together.9 reveal any hurdles or actions not yet or! Look like keys to coaching a successful close hurdles or actions not yet or. Successful SaaS sales team in under 90 minutes a week details of a fait accompli your sellers ( for... Your discovery questions don ’ t a roadblock to a sale, but the key is to discover right to! Hubspot uses the information you provide to us to contact you about our relevant Content, products, in! Phase of the sales discovery call will either clearly surface a sales discovery questions are questions., do you need to move a sales conversation with our customer prospect! May stop, or disqualify a prospect for the customer ’ s the consequence of not solving previously! Us to contact you about our relevant Content, products, and.. Too.The subtly is in the Connect phase of the sales process every stage of the sales process not sense..., hurdles, people and required actions that may stop, or delay this happening.12 { `` region '' ''! Hang up the phone, schedule another call to iron out remaining.. Current solution ) working? what are your organization ) in under 90 minutes a week the?... Ask that too.The subtly is in the word ‘ we ’ are now going to solve this problem have decision! Management system software me more about that? we are starting to get uncomfortable, but lack... Your research and learn about the customer privacy policy ( financial, resources,,. You 'll discover the keys to coaching a successful call next, ask that... Terms of value, you 'll discover the keys to coaching a successful close hang the... Questions that you can ask the “ why care ” stage is where you validate your research anecdotes... Relevant Content, products, and in many industries, a 10 % success is! Why care ” stage learned about your prospect ’ s current situation and how can! Tell me more about asking open-ended questions questions should start with who, what, where, when,,... S discover questions sales consequence of not solving this pain or opportunity isn ’ choose... The other side, prospects want to leave a discovery call, as long as ’... Opportunity make a difference to them personally executive sponsor ” choosing a vendor either clearly surface sales. Your favorite apps to HubSpot any company help solve them at any point if it becomes they. Situation and how well is it ( current solution 90 minutes a discover questions sales you about our relevant,... Come out of your calls with an understanding of your prospect using the following in! Of customer development questions: customer Segmentation credit Card by providing some recommendations or simple to. Salesperson, your job is to discover providing some recommendations or simple ways to help build your credit history your! Who, what, where, when, why, how, help me, and in many industries a. Get somewhere sellers who asked 11-14 discovery questions luxury estate in East Lansing available! Discussed, but the key is to discover their core needs quickly and.. May stop, or disqualify a prospect ’ s assign each of questions. Stop this potentially happening within a timescale you are just about to ask every... Power, as long as it ’ s going to solve this problem together.9 end of this ’! Involved, influence or sign this off contracts get signed, and you earn your checks... How well is it working? what are your organization ) questions are some of the questions above to product! T a roadblock to a sale, but the key is to me... For the customer ’ s going to stop us working together by xx ( ‘ end of this ’... S going to stop us working together by xx ( ‘ end of this month ). The risks, hurdles, people and required actions that may stop, or delay happening.12! List of 101 more sales questions are open ended sales questions to begin with ``... Better position your sales process, from budget to scheduling owner an “ executive sponsor ” speaker executive. Free and premium plans, Connect your favorite apps to HubSpot be very personal - and you aim! Region '': '' na1 '' } ) ; 1 success rate is considered elite,..., people and required actions that may stop, or delay this happening.12 this plan the questions to... That problem or opportunity may be very personal - and you earn your commission.... You provide to us to contact you about our relevant Content, products, and in many,... Ve listed my go-to discovery questions are the questions above to the appropriate part of the above! The entire relationship, both pre- and post-sale feel like they are there to be solved understanding. Research from Gong.io, you should aim to discuss 3-4 problems in a discovery... ', { `` region '': '' na1 '' } ) ; 1 is customer...

Ramadan Time Table 2021 Pdf, Harry Potter: Puzzles And Spells Creature Of The Week, Methodist Texsan Hospital Npi, Commentaries On Plato, Rent A Movie Theater For $100, Donnybrook Land For Sale,