Sales Discovery Skills
Run a useful discovery conversation, assess fit, clarify value, and agree an honest next step.
About this course
Practise a respectful sales discovery process for services or complex offers. Prepare an agenda, ask about the customer’s situation, assess fit and decision conditions, develop a value hypothesis, handle concerns, and write a clear follow-up. The course focuses on understanding and sound decisions.
This is a self-paced, text-based starter course with six lessons and guided exercises. Allow about 90 minutes for reading and initial practice; researching your own business may take longer. Bring one business, service, product, or community project to use throughout. Examples are illustrative, and the course does not promise commercial results.
What you will learn
- Prepare a relevant discovery agenda.
- Ask questions that reveal problems and decision criteria.
- Assess fit without pressuring an unsuitable customer.
- Document value assumptions, concerns, and agreed next steps.
Course curriculum
Understand the situation3 lessons
◆ Research and agree a useful agendaPreview · 15 min
🔒 Explore the problem through recent examplesEnrol to access
🔒 Assess fit and decision conditionsEnrol to access
Clarify value and next steps3 lessons
🔒 Develop a value hypothesis with the customerEnrol to access
🔒 Understand concerns and respond accuratelyEnrol to access
🔒 Write a clear follow-up and next stepEnrol to access