Discovery is where deals are won or lost. The best salespeople are master askers, not master tellers. As Carnegie observed, "Even in such technical lines as engineering, about 15 percent of one's financial success is due to one's technical knowledge and about 85 percent is due to skill in human engineering."

Great discovery isn't an interrogation—it's a conversation that helps the prospect clarify their own thinking. When you help someone understand their problem better, they naturally turn to you for the solution.

In this topic, you'll learn to ask questions that reveal the real pain, identify the economic buyer and decision process, and qualify opportunities honestly so you spend time on deals you can win.