How to Ask Great Questions That Lead to Opportunity
A downloadable eBook resource on the discovery questions B2B sales reps use to uncover real buyer needs and move deals forward. Sales skill set #10 of the Modern Sales Performer Course Collection.
LEARN ON ANY DEVICE
Take the course from your desktop, tablet, or phone. Start the next lesson whenever you’re ready and move through the training at your own pace.
QUICK ANSWER
What questions should B2B sales reps ask to uncover buyer needs and create opportunity?
The quality of your questions determines the quality of your deals. Reps who ask great discovery questions understand what the buyer actually needs — which means they can build a proposal that addresses real problems, not assumed ones.
This module is a downloadable eBook resource covering the discovery questions top B2B reps use to uncover opportunity, understand buyer criteria, and move conversations forward. It’s part of the Modern Sales Performer collection and included in your full access.
WHO IT’S FOR
Is this the right course for you?
COURSE CURRICULUM
What’s inside — the full breakdown.
1 sections · 1 lessons.
THE FULL COLLECTION
All 14 modules — in order.
This module is Module 10. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby.
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President’s Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
What reps are saying about the Modern Sales Performer collection.
“This training is the reason I became the top sales rep at my company. It’s the best program out there.”
“Reps with 15+ years of experience said it got them back to basics in the best way.”
“My cold calling appointments improved 300%. I now set up 3× the meetings in the same amount of time.”
“My team’s ability to get that first meeting has increased by 300% using tactics learnt from Derek.”
PRICING
This module is part of the Modern Sales Performer collection.
Get this module — and all 13 others — in one complete program.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
FAQ
Questions before you enroll.
Is this a video course or an eBook?
This module is a downloadable eBook resource — not a video course. It’s a reference guide covering the discovery questions B2B reps use to uncover real buyer needs. Included in full with your Modern Sales Performer collection access.
Can I buy this module on its own?
No. This module is available exclusively as part of the Modern Sales Performer collection — 14 modules, 18+ hours. Learn more about the full collection →
How does this work with Module 09 (First Appointment)?
They’re designed to complement each other. Module 09 teaches you how to run the first appointment and close for a next step. Module 10 gives you the specific discovery questions to use inside that meeting.
Can I use these questions at any stage of the sales process?
Yes. Good discovery questions are useful in first appointments, follow-up meetings, and even when revisiting stalled deals. The eBook covers questions for different situations.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
Get this module — and all 13 others — in one complete program.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
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