Discovery Questions 103: Question-Asking Tactics for B2B Sales

Discovery questions focus on content and credibility, but how you ask the question matters. When do you use an open question? When is it better to ask a closed question? Each SPOTS question type, which is an acronym that stands for Scene-setting, Priority, Opportunity or problem, Trial-close, and Success metric, may be asked using different tactics.

This course teaches participants how to identify four key discovery question-asking tactics used when conducting business conversations, and demonstrates how each of these tactics can be effectively used in conjunction with SPOTS questions in various business situations.

Supplemental Learning Materials: an optional Discovery Questions 103: Question-Asking Tactics for B2B Sales participant workbook is provided to aid with notetaking and facilitate learning.