Discovery Done Right: Understanding Your Prospect’s Needs

Great salespeople aren’t the best talkers; they’re the best listeners. This lesson explores the power of discovery in sales, showing you how to ask the right questions, uncover real client needs, and avoid the all-too-common mistake of premature pitching. You’ll learn how to use curiosity-driven techniques like the “5 Whys” method and the TED framework (Tell, Explain, Describe) to get deeper insights from prospects. We’ll also cover how to summarise and confirm what you’ve learned before presenting a solution so your pitch lands with impact rather than indifference. By the end of this lesson, you’ll have the skills to lead more meaningful sales conversations, build trust faster, and close more deals. Whether you're a seasoned pro or just starting out, refining your discovery process will set you apart and help you win more business.