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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.

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 the five “SPOTS” types of discovery questions, which is an acronym that stands for Scene-setting, Priority, Opportunity or problem, Trial-close, and Success metric.
  • Discover when and how to use each type of discovery question.
  • Explore how to transform good discovery questions into excellent, sophisticated questions.

Prerequisites

Course Complexity: Intermediate

This course has no prerequisites. However, for learners unfamiliar with the basics of discovery questions, viewing Discovery Questions 101: Introduction for B2B Sales is recommended.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
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
INTRODUCTION AND OVERVIEW
  1:22Introduction to Discovery Questions 102: Five Types of Questions for B2B Sales
S.P.O.T.S.
  3:43Five Types of Discovery Questions (S)
  3:47Five Types of Discovery Questions (P)
  3:42Five Types of Discovery Questions (O)
  3:56Five Types of Discovery Questions (T)
  3:12Five Types of Discovery Questions (S)
CONCLUSION
  2:26Course Summary
Continuous Play
  22:02Discovery Questions 102:Five Types of Questions for B2B Sales
SUPPORTING MATERIALS
  PDFSlides: Five Types of Questions for B2B Sales
  PDFFive Types of Questions for B2B Sales Glossary/Index
  PDFWorkbook: Five Types of Questions for B2B Sales
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM