Discovery questions and qualification

Skills you'll practise

• Ask open questions that uncover problems, impact and timeline
• Identify qualifying and disqualifying signals
• Recognize a poor-fit opportunity early
• Record discovery findings so others can use them

Course outline

1. 1.Discovery and honest qualificationVideo · 2 min
2. 2.Useful questions and honest qualificationLesson · 14 min
3. 3.Asking about impact and costLesson · 14 min
4. 4.Qualifying out with respectLesson · 12 min
5. 5.Discovery questions and qualification: knowledge checkKnowledge check · 27 questions
6. 6.Discovery call with a poor-fit prospectScenario
7. 7.Final exam8 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General consultative-selling practice (discovery, qualification, value)