Discovery Best Practices
Get better at understanding what your customers need. This course teaches you how to ask the right questions, listen carefully, and make your discovery calls more successful.
Discovery Best Practices
Jacco van der Kooij, Matt Doyon, Chris Orlob and more.
- 11 bite-sized video sessions
- Gamified quiz after each session
- Downloadable resources
Who is this course for?
1
Sales reps who want to improve their discovery calls and really understand customer needs.
2
BDRs and SDRs focusing on making their initial customer interactions more impactful.
3
Account executives looking for ways to build trust with customers and handle objections smoothly.
What you'll learn
Course content overview
11 sessionsHow to Perform a World Class Discovery Call
4 min5 (powerful) Sales Questions to Ask A Potential Client to Determine Their Needs
11 min10 Sales Discovery Call Tips From Sales Feed
8 minDiagnostic Preparation
10 minDiagnostic Arc
10 minVerbal Agenda
13 minDiagnostic Questioning
10 minRoot Cause Analysis
12 min4 Word-for-word Sales Questions to Build Buying URGENCY
22 minTed Talk: Celeste Headlee -10 Ways to Have a Better Conversation
11 min7 Elements of a Successful Discovery Call by Gong
22 min
Get Better at Discovery Calls
Learn Effective Questioning
Find out how to ask powerful questions that help you uncover real customer needs.
Practice Active Listening
Improve your listening skills to catch every detail during discovery calls.
Handle Objections
Learn strategies for dealing with common objections during discovery calls.
What other sales reps are saying
“There's so much I need to be at the top of my game when selling, from prospecting to rapport-building, running great discovery, presenting, negotiating, not to mention general professional skills like time management and emotional intelligence. With Triple Session, I find everything I need to learn and practice in one place and it's easy to track progress.”
“The Triple Session training has been an invaluable asset for me as an Account Executive When you have been an AE for a while you can start getting complacent with your sales process. This training was key to helping me refine my skills in getting much deeper in discovery, selling to decision-makers, and closing bigger deals.”
“I have been using Triple Session since I was a junior Salesrep to learn the whole sales process and everything related. Today, as a Senior BDM, it continues to help me at the same level in sharpening all my skills- from the basic to the advanced ones. Definitely is a tool which helps me to deliver at the highest level.”
THE TRIPLE SESSION METHODOLOGY
Boost your sales results with the science of learning
We built Triple Session to replace boring and outdated sales training that just doesn't work. How? Using the science of micro-learning and habit-building.
Learn
Learn complex sales concepts turned into easy-to-digest lessons packed with actionable tactics, from 2 to 12 minutes each.
Practice
Take a quiz after each lesson with immediate feedback on your answers, consolidating what you learned from the instructor.
Measure
Review score and accuracy to understand your performance, and stay accountable with weekly training goals and competition.