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Discovery Calls training

Five microlessons, each under 5 minutes, on discovery calls that uncover real needs, from framing and open questions to upfront contracts, with a situational test.

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Discovery Calls: A Guide for Salespeople course preview
5Short, TikTok-style microlessonsIn the browser or the iOS and Android apps

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  • 1Assessments
  • 5Microlessons
  • MobileBrowser, iOS and Android apps
About this course

What the Discovery Calls course covers

This course covers discovery calls in five microlessons, each under 5 minutes. It's built for salespeople who want to uncover what customers really need, and covers the framing effect, open-ended questions, the discovery question mistakes to avoid, upfront contracts and helping buyers reach their own conclusions. It ends with a situational test about a sales executive who struggles to gather useful information on discovery calls.

Learning outcomes

What your people will be able to do

  • Use framing to get more from discovery calls
  • Ask open-ended questions that reveal sales opportunities
  • Avoid the common mistakes in discovery questions
  • Set an upfront contract to structure the conversation
  • Help buyers discover the case for change themselves
Course contents

5 microlessons

Each microlesson is a short, TikTok-style video lesson, with knowledge checks along the way.

1Use the Framing Effect in Discovery Calls to Boost Sales
2Uncovering the Sell
3What You're Doing Wrong
4Set an Upfront Contract
5Inspire a Change in Action by Invoking Self-Discovery

  1. Use the Framing Effect in Discovery Calls to Boost Sales: Using the framing effect to shape how buyers see your solution.
  2. Uncovering the Sell: Using open-ended questions to uncover real sales opportunities.
  3. What You're Doing Wrong: The discovery question mistakes that tire buyers out, and better questions to ask.
  4. Set an Upfront Contract: Agreeing the purpose and outcome of a call at the start with an upfront contract.
  5. Inspire a Change in Action by Invoking Self-Discovery: Helping buyers reach their own conclusions so they're ready to act.
Audience

Who should take this course

Who it's for

  • Account executives and SDRs who run discovery calls
  • New salespeople learning to qualify
  • Customer success managers exploring expansion
How it runs in 5Mins

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  • RemindReminders

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  • ReportTeam Progress Email

    Managers get a regular email with their team's overdue courses and courses due in the next 30 days.

  • EngagePoints and streaks

    Points, streaks and leaderboards keep people coming back to finish.

  • TrackReporting & Insights

    See who has started, finished or is overdue, by person and by team.

Customer stories

Revenue teams that train with 5Mins

Sales, people and L&D leaders on what changed when they moved their training to 5Mins. Pick a team to see what changed.

SalesSales & CS Enablement SaaS 83%

less training time, from 24 hours to 4 hours a quarter

  • 100% voluntary retention, with zero drop-offs
  • Better live sessions, built on short pre-work

Switching to 5Mins cut our online training time from 24 hours to 4 per quarter, and our live sessions got better. We kept 100% voluntary retention and saw zero drop-offs.

Scott BrinkmeyerScott BrinkmeyerLearning and Development Manager, Channable
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SalesSales & CS Enablement Clinical trial payments 95%

less setup time, from 3+ hours per session to one annual setup

  • 100% of manual tracking spreadsheets removed
  • 3+ hours saved on every training session

We wanted our salespeople to have real conversations with customers, built on listening and reflecting. 5Mins takes the pressure off the people delivering the training. It's like the Duolingo of the corporate world.

Richard McCannRichard McCannGlobal VP of Clinical Site Payments & Data Analytics, Greenphire
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SalesSales & CS Enablement Marketing agency, multiple offices 2 weeks

between live sessions, with microlessons and discussion questions sent out before each one

  • Multiple offices and time zones
  • No full days blocked out for training

Blocking out a full day for training was never realistic. Now short lessons and discussion questions go out before each session every two weeks, so people arrive having already done the thinking.

Lucy StilemanLucy StilemanGlobal Director of Campaign Delivery, Interlink
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★ Free sample lesson

See 5Mins in action with a free sample lesson

Interested in Discovery Calls training? Request a free sample lesson, book a short demo with our team, and we'll share your sample lessons after the call.

  • Real microlessons from our library
  • A short demo with our team
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Free PDF catalogues to share with your managers and your team.

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Your questions answered

Questions about Discovery Calls training

How long is the Discovery Calls course?

It's made up of 5 microlessons, each under 5 minutes, plus a situational test. Learners can finish it in one sitting or spread it over a few days, and 5Mins sends reminders until it is done.

How are learners assessed?

The course ends with a situational test: a realistic sales scenario, with questions on how you would handle it.

What does the course cover?

The framing effect, open-ended questions, the discovery question mistakes to avoid, upfront contracts and helping buyers reach their own conclusions.

Who should take Discovery Calls training?

Account executives, SDRs, new salespeople and customer success managers who run discovery conversations.

Can I try the course first?

Yes. Request a free sample lesson and book a short demo with our team. After your demo, we'll share sample lessons with you so you can see the format for yourself.

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