Mastering Discovery: SPICED Framework
Transform your sales approach with the SPICED framework, focusing on Situation, Pain, and Impact.
Matt Doyon
CEO @ Triple Session- 12 bite-sized video sessions
- Gamified quiz after each session
- Downloadable resources
Who is this course for?
1
Sales Reps seeking to deepen their understanding of the discovery process and master the art of uncovering customer needs.
2
Account executives looking to refine their sales strategy and improve engagement with prospects through effective discovery.
3
Sales managers and enablers aiming to support their teams with a structured framework for discovery that drives sales effectiveness and outcomes.
What you'll learn
Course content overview
12 sessionsMastering Discovery
11 minDeep Discovery Pre-game
9 minStarting Discovery Q&A
13 minDiscovery Linking Questions
8 minRoot Cause Analysis Discovery Overview
11 minRunning Discovery RCA
12 minDiscovery Implications
11 minThe LOC Implications Framework
14 minDiscovery Consensus
14 minEducation & Agreement
15 minDecision Criteria
8 minDecision Process
9 min
Sell more using the SPICED Framework
Master the Art of Discovery
Gain in-depth knowledge of the SPICED framework and learn how to effectively navigate through Situation, Pain, and Impact, enhancing your decision-making and sales outcomes.
Enhance Engagement with Prospects
Equip yourself with strategies to delve deeper into your prospects' needs and pains, fostering a more meaningful connection and setting the stage for successful sales.
Drive Sales Success
Implement the SPICED framework in your discovery calls to significantly improve your sales process, leading to higher conversion rates and successful deal closures.
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.”
Already available when you sign up
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- Public profile to showcase progress tracking and growth
- Access to a global sales community
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