Discovery Questions 101: Introduction for B2B Sales

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.