Discovery Questions 102: Five Types of Questions for B2B Sales

Not all discovery questions are the same, and knowing when to use which type of question often differentiates the successful sale from the lost sale. Done correctly, discovery questions build credibility and gain insight into a prospect’s organization. They are essential to the modern complex business to business (B2B) sale. If discovery questions are so important, how do you know which questions to use and when to use them?

This course is designed to provide participants with definitions and uses of the five “SPOTS” types of discovery questions: Scene-setting, Priority, Opportunity or problem, Trial-close, and Success metric. Participants learn how to identify the five types of discovery questions and understand when and how each type should be used when conducting business conversations.

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