Discovering a prospect’s needs during an initial B2B sales contact
This e-learning course "Discovering the needs of a prospect during a first B2B commercial contact" will help you to better master this topic in a professional context.
The aim of this course is to help you understand the business impact of a well-executed discovery.
The examples, scenarios and case studies are designed to be easily transposable into different professional contexts and types of organizations.
Prerequisites
No specific prerequisites are required to follow this course.
Target Audience
Managers, HR managers and employees concerned with the topic "Discovering the needs of a prospect during an initial B2B commercial contact".
Content
The course is structured into several complementary modules, combining theoretical input, practical exercises and interactive activities to facilitate the appropriation of concepts.
Training path
Understanding the importance of customer discovery in salesStandalone module or first module of the Sales & Business Development pathwayWhy take this module?Before even discussing solutions or presenting an offer, it is…Standalone module or first module of the Sales & Business Development pathway
Why take this module?
Before even discussing solutions or presenting an offer, it is essential to understand what your prospect is truly looking to resolve. This module immerses you in the most strategic phase of any B2B sales approach: the discovery of needs.
➡ You will learn:
- Why discovery is the cornerstone of B2B sales success
- How to establish a climate of trust from the very first exchanges
- How this step conditions the relevance of your offer
- What the direct impact of discovery is on sales performance in complex sales cycles
Who is this module for?
This module is aimed at all salespeople, business developers, sales managers, or B2B consultants looking to structure and enhance their impact from the very first contact with a decision-making prospect (Business Director, Purchasing Manager…).
How to use this module?
✓ Can be taken alone, as a concentrated dose of effectiveness on a key lever of sales techniques
✓ Ideally integrates into the complete pathway “Sales & Business Development” covering the entire sales process, from prospecting to closing the sale
Discovery frameworks to optimize the customer experienceHow to properly qualify a B2B prospect from the very first contact? How to structure your questioning to understand their true business challenges?This 100%…How to properly qualify a B2B prospect from the very first contact? How to structure your questioning to understand their true business challenges?
This 100% operational module is a cornerstone of any effective sales approach.
Whether you are a B2B salesperson, business developer, key account manager, or a leader involved in business development, this content will enable you to implement a powerful and structured method to succeed in your initial exchanges with a prospect.
This module can be followed independently, or as part of the complete Sales & Business Development pathway that supports sales professionals in improving all stages of the sales cycle.
In this module, you will:
• Deepen your understanding of the SPIN Selling framework, used by the best B2B sellers in the world
• Understand the different types of expressed or latent needs, to generate more interest from the prospect side
• Grasp the decision-making mechanisms in companies, to better target your interlocutors and manage complex decision-making circuits
• Master the fundamentals of active listening, to immediately establish a relationship of trust and capture weak signals
• Lay the groundwork for a structured, credible, and differentiating approach
Are you looking to improve your initial sales meetings? Do you want to ask the right questions and avoid overly “sales-oriented” scripts? This module is designed to turn your contacts into a real lever for business opportunity.
Effective techniques for better questioning of clientsStandalone module or integrated into the "Sales & Business Development" programHow to ask the right questions from the first contact with a B2B prospect?This…Standalone module or integrated into the "Sales & Business Development" program
How to ask the right questions from the first contact with a B2B prospect?
This module provides you with concrete techniques to transform a simple conversation into a strategic exchange with high commercial potential.
Whether you are a beginner or already experienced in B2B, this module will allow you to:
- Master the best questioning techniques used by top sales performers
- Intelligently structure your interviews to obtain the key information that makes a difference
- Detect the true needs and motivations of your prospects, even when they are implicit
- Avoid common mistakes that harm the trust relationship
- Adapt your questioning style according to the profile of your interlocutor (buyer, executive, industry expert…)
Through interactive cases inspired by real situations, you will be prepared to conduct a client discovery that reveals the real stakes, concrete constraints, and reasonable expectations of your prospect.
This module can be followed independently, or as part of the complete e-learning program "Sales & Business Development", designed to evolve sales skills step by step.
Who is this module for?
- B2B salespeople, business engineers, business developers
- Key account managers, major account salespeople
- Anyone in contact with prospects in a complex B2B environment
Immediate benefit: improve the relevance of your commercial proposals by asking the right questions from the start.
Adapting discovery to specific customer situations(Independent follow-up or integrated into the "Sales & Business Development" path)Refine your approach from the very first exchange.In the context of a B2B business…(Independent follow-up or integrated into the "Sales & Business Development" path)
Refine your approach from the very first exchange.
In the context of a B2B business relationship, it is not enough to ask questions: you must ask the right questions, at the right time, in the right way. This module allows you to take your prospect discovery skills to the next level by teaching you to adapt your posture and questioning techniques to a variety of professional situations.
What you will experience:
✓ Three concrete role-playing scenarios inspired by real cases
✓ Varied profiles of prospects: technical decision-makers, buyers, business directors
✓ Exercises focused on interpreting weak signals and objections
✓ A guided analysis to refine your questioning reflexes
Why integrate this module into your commercial skills development?
- Because every prospect is unique, but your methods should never be rigid
- Because the effectiveness of your pitch directly depends on your ability to understand the client's stakes
- Because the best salespeople are those who listen and adapt
This module can be taken independently or integrated into the complete "Sales & Business Development" path, designed to transform your initial contacts into true commercial transformation levers.
Master quiz - Discovering the needs of a prospect during a first B2B commercial contactModule 6 of the "Sales & Business Development" course – Can also be taken independentlyWhat if you tested your commercial reflexes… in a fun…Module 6 of the "Sales & Business Development" course – Can also be taken independently
What if you tested your commercial reflexes… in a fun and realistic way?
In this final module in a scripted quiz format, highly engaging, test your ability to identify best practices for successfully discovering the needs of a B2B prospect. Inspired by famous general knowledge TV games, this format immerses you in a challenge of 15 progressively difficult questions to validate your knowledge on a key skill: the first commercial contact.
A fun, strategic, motivating format:
- 15 questions divided into 3 levels:
- Level 1: Understanding the stakes
- Level 2: Mastery of best practices
- Level 3: Finesse in adaptations according to context
- 3 tactical jokers to help you progress:
- Call an expert: benefit from an expert hint
- 50/50: two wrong answers eliminated
- Right to skip: pass the question (only once!)
- A final level to become an expert in commercial discovery
Why take this module?
- To actively and amusingly reinforce your knowledge
- To concretely prepare for your real contacts
- To strengthen your skills in the field with questions inspired by real cases
- Ideal as a conclusion to the complete course, or as an independent module to assess your skills
Who is this module for?
All B2B salespeople in direct contact with decision-making prospects (purchasing managers, business directors) who wish to become more effective and impactful from the first exchange.
This module is ideal if you are wondering:
- Am I capable of identifying the deep motivations of a prospect?
- Do I master the right questions to ask during a first call?
- Can I adapt according to the sector or profile of my interlocutor?
- How can I avoid the classic pitfalls of commercial discovery?
Ready to take on the challenge of 15 questions?
Raise the tension… and boost your commercial performance!