Online · Self-pacedFreeSales & MarketingIntermediateEnglish
Discovery and Needs Analysis
The sales skill with the highest return: understanding the customer properly before proposing anything. Covers questioning frameworks, uncovering consequences and quantifying impact, mapping decision processes and stakeholders, qualification, and the discovery mistakes that cause deals to stall later.
Taught by Icompetent Solutions
- Modules
- 7
- Lessons
- 28
- Duration
- 5h 23m
- Level
- Intermediate
- Quizzes
- 7 graded
- Enrolled
- 2
Industries
Course content
7 modules · 28 lessons · 5h 23m
Orient intermediate sales professionals to modern consultative discovery architecture, commercial diagnostics, and multi-meeting progression.
- Framing the Modern Discovery ProcessPreview11 min
- Pre-Meeting Research and Hypothesis Generation12 min
- Structuring Multi-Meeting Discovery Engagements11 min
- Setting Upfront Contracts and Mutual Charters10 min
- Strategic Discovery Architecture Quiz10 questions · pass 70%
Topics covered
Discovery
Needs Analysis
Sales Questioning
Qualification
B2B Sales
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B2B Sales Professional · 8 courses
- 1Prospecting and Lead GenerationFree
- 2Discovery and Needs AnalysisThis course
- 3Consultative Selling FundamentalsFree
- 4Value Propositions and Solution PresentationFree
- 5Handling ObjectionsFree
- 6Negotiation and ClosingFree
- 7Sales Pipeline and ForecastingFree
- 8Key Account ManagementFree
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