Discovery Skills: Rapport, Listening, & Better Questions

In this course, you'll master the foundational skills that transform ordinary discovery calls into breakthrough conversations that uncover real business impact. By the end of this course, you'll be able to:

• Build genuine rapport quickly using proven techniques that establish trust and create an environment where prospects feel comfortable sharing their real challenges and priorities
• Listen like a detective with empathetic listening skills that help you catch not just what customers say, but what they're not saying—uncovering the hidden needs behind their words
• Ask questions that matter by distinguishing between surface-level queries and powerful questions that reveal deeper business insights, pain points, and decision-making factors
• Turn conversations into insights by understanding exactly how discovery fits into the sales cycle and why it's your secret weapon for presales success
• Transform every call into a value conversation with practical frameworks for moving beyond features and functions to business impact and outcomes

You'll practice with real scenarios and learn listening techniques that immediately make you more effective in every customer interaction. If you are looking to elevate your discovery fundamentals, this course gives you the core skills every top performer relies on.

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