Discovery questions focus on content and credibility, but how you ask the question matters. When do you use an open question? When is it better to ask a closed question? Each SPOTS question type, which is an acronym that stands for Scene-setting, Priority, Opportunity or problem, Trial-close, and Success metric, may be asked using different tactics.

This course teaches participants how to identify four key discovery question-asking tactics used when conducting business conversations, and demonstrates how each of these tactics can be effectively used in conjunction with SPOTS questions in various business situations.

Supplemental Learning Materials: an optional Discovery Questions 103: Question-Asking Tactics for B2B Sales participant workbook is provided to aid with notetaking and facilitate learning.