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0.25 Hours (On-Demand)
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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: May 12, 2022


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

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
  2:23Introduction to Discovery Questions 103: Question-Asking Tactics for B2B Sales
  2:40Question Asking Tactics
  2:09Control Questions
  2:27Confirmation Questions
  2:46Asking-Up Questions
  4:02Course Summary
Continuous Play
  16:23Discovery Questions 103:Question-Asking Tactics for B2B Sales
  PDFSlides: Question-Asking Tactics for B2B Sales
  PDFQuestion-Asking Tactics for B2B Sales Glossary/Index
  PDFWorkbook: Question-Asking Tactics for B2B Sales