Introduction

Most salespeople believe discovery means:

• Asking many questions
• Filling a CRM form
• Preparing for a demo

This belief is wrong.

Discovery is not data collection.

Discovery is control.

The goal of discovery is:

• To uncover real pain
• To confirm urgency
• To identify decision power
• To decide whether the deal is worth pursuing

This module will teach you how to:

• Lead discovery conversations confidently
• Ask questions with purpose
• Expose hidden risks and urgency
• Disqualify weak deals professionally