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.

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
  • Explore the four question-asking tactics and recognize how they are used in different situations.
  • Identify the purpose of each question-asking tactic.
  • Discover how to create discovery questions that encourage prospects to provide key insights.
Last updated/reviewed: August 14, 2023
Course Complexity: Intermediate

No advanced preparation or prerequisites are needed for this course, but completion of the other courses in this series will be helpful

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 .
Instructor for this course
Course Syllabus
  Introduction to Discovery Questions 103: Question-Asking Tactics for B2B Sales2:22
  Question Asking Tactics 2:39
  Control Questions 2:08
  Confirmation Questions 2:26
  Asking-Up Questions 2:45
  Course Summary 4:01
Continuous Play
  Discovery Questions 103:Question-Asking Tactics for B2B Sales 16:25
  Slides: Question-Asking Tactics for B2B SalesPDF
  Question-Asking Tactics for B2B Sales Glossary/IndexPDF
  Workbook: Question-Asking Tactics for B2B SalesPDF