Module 1: What Good Discovery Looks Like
Discovery Drives Everything
Most sales calls go off track for one reason: the rep never gets to the real customer problem. If you do not understand what matters, why it matters, and what happens if nothing changes, the rest of the conversation is guesswork.
The 4 Behaviors You Will Be Evaluated On
Start with questions that open the conversation instead of shutting it down. You want the customer to explain context, goals, and challenges in their own words.
Example question: "How are you handling this today?"
Go beyond surface answers. Clarify what the customer is trying to achieve, what is getting in the way, and what they need from a solution.
Example question: "What does success look like for your team here?"
Find the cost of the problem. Strong discovery connects pain to business impact, urgency, or risk.
Example question: "What happens if this stays the same for another six months?"
Do not jump into features before you understand the problem. Early pitching breaks trust and keeps you from learning what actually matters.
Example question: "Before I show anything, can you walk me through where the process is breaking down?"
Can You Spot the Difference?
Strong discovery = curiosity + depth. Weak discovery = assumptions + pitching.
Your Objective
In the simulation, your job is simple: understand the customer before you try to solve anything.
- Focus on understanding, not selling
- Ask follow-up questions
- Stay curious
- Do NOT pitch your product