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
- 1
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
Prefer to learn with a trainer?
We deliver the same material as classroom and in-house programmes, tailored to your team and your site.
Browse classroom coursesReviews
No one has reviewed this course yet. If you have taken it, yours would be the first.
There are no published reviews for this course yet.
Write a review
Checking your account…