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This course illustrates what discovery questions are, the purpose they serve, and explains how to develop and utilize them effectively when conducting business conversations.

Discovery questions are intentional, targeted questions that aim to build credibility and gain insight into a prospect’s organization. They are essential to the modern complex business to business (B2B) sale. Discovery questions enable a sales representatives to lay the groundwork for a successful sale and then tailor the sale to the individual prospect.

Properly executed, discovery questions build your credibility and help you become a trusted advisor to your customer. Transform your business conversation with savvy, sophisticated discovery questions.

Supplemental Learning Materials: an optional participant workbook is provided to aid with notetaking and facilitate learning.

Course Series

This course is included in the following series:

3 CoursesDiscovery Questions: B2B Sales

  1. Discovery Questions 101: Introduction for B2B Sales
  2. Discovery Questions 102: Five Types of Questions for B2B Sales
  3. Discovery Questions 103: Question-Asking Tactics for B2B Sales

Learning Objectives

  • Identify when to use discovery questions and recognize why their use is an important part of the sales process.
  • Identify the three key qualities of sophisticated discovery questions.
  • Identify the four key outcomes supported by the use of discovery questions.
Last updated/reviewed: May 23, 2022


Course Complexity: Foundational

This course has no prerequisites. It is designed to provide both an overview of the use of discovery questions for those unfamiliar with the concept, while also providing participants who currently use discovery questions in their sales meetings with ideas to help them sharpen their existing approach.

Education Provider Information

Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
  1:19Introduction to Discovery Questions 101: Introduction for B2B Sales
  10:41Discovery Questions
  7:28Goals of Discovery
  3:16Course Summary
Continuous Play
  22:44Discovery Questions 101: Introduction for B2B Sales
  PDFSlides: Introduction for B2B Sales
  PDFIntroduction for B2B Sales Glossary/Index
  PDFWorkbook: Introduction for B2B Sales