Module: Adapting your discovery to situations
(Independent follow-up or integrated into the “Sales & Business Development” course)
Refine your approach from the first exchange.
In a B2B commercial relationship, it’s not enough to ask questions: you have to ask the right questions, at the right time, in the right way. This module allows you to take the art of prospect discovery to the next level by teaching you how to adapt your posture and questioning techniques to a variety of professional situations.
What you will experience:
✓ Three concrete scenarios inspired by real cases
✓ Varied prospect profiles: technical decision-makers, buyers, business managers
✓ Exercises focused on interpreting weak signals and objections
✓ A guided analysis to refine your questioning reflexes
Why integrate this module into your sales skills development?
- Because each prospect is unique, but your methods should never be rigid
- Because the effectiveness of your pitch depends directly on your ability to understand the customer’s challenges
- Because the best salespeople are those who listen and adapt
This module can be followed independently or be part of the complete “Sales & Business Development” course, designed to transform your initial contacts into real levers for commercial transformation.
