Description of the e-learning course:
Title: Conduct effective discovery during an initial B2B sales contact
Gain commercial impact from the first exchange with a prospect!
In an ultra-competitive B2B environment where decision-makers are constantly solicited, the ability to ask the right questions becomes a strategic advantage. This 1.5-hour course teaches you how to structure, pace, and successfully complete the needs discovery phase, the backbone of any effective sales cycle.
What you will learn:
• Why discovery influences up to 80% of the success of a sale
• How to intelligently prepare for an initial exchange with a B2B prospect
• Questioning models to get even the most reserved interlocutors talking
• Concrete sales techniques to analyze responses and identify hidden needs
• How to adapt your posture and questions according to the prospect’s hierarchical level and profile
• Practice in a realistic B2B telephone interview simulator, with immediate feedback on your choices
• Consolidate your knowledge with a mega knowledge validation quiz
A course structured around 6 complementary modules:
- Understanding the impact of a good discovery: Awareness of its influence on sales, customer relations and your turnover.
- Acquire the fundamentals of customer discovery: Typologies of need, the SPIN Selling framework, BANT, and other essential benchmarks.
- Master good questioning practices: Active listening techniques, sequence of open/closed/mirror questions.
- Adapt your approach to various contexts: Communication with a business manager VS a buyer, technical profiles, tough objections.
- Initial telephone interview simulator: Put yourself in the shoes of a salesperson in direct contact with a prospect. For each question asked: impact, feedback, and scoring.
- Mega final review quiz: Assess your skills and validate your learning.
An essential course if you are looking to:
– Improve your conversion rate from the first interaction
– Better understand the real needs of each prospect
– Create a bond of trust from the first minutes of the exchange
– Quickly find the real decision-making levers
Target audience:
B2B salespeople, business engineers, SDRs/BDRs, pre-sales consultants, business development managers.
Prerequisites:
Experience in B2B sales or telephone prospecting.
Total estimated duration: 1.5 hours
