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Sales Discovery training

Six microlessons, each under 5 minutes, on discovery that closes deals, from three levels of questions to buyer skepticism and framing, with a situational test.

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Master the Art of Sales Discovery course preview
6Short, TikTok-style microlessonsIn the browser or the iOS and Android apps

Revenue teams that chose 5Mins

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  • 1Assessments
  • 6Microlessons
  • MobileBrowser, iOS and Android apps
About this course

What the Sales Discovery course covers

This course covers sales discovery in six microlessons, each under 5 minutes. It's built for sellers who want discovery calls that lead to closed deals, and covers the questions to ask every prospect, three levels of discovery questions, buyer skepticism, diagnosing the problem, the framing effect and the discovery mistakes to avoid. It ends with a situational test about a sales rep preparing a discovery call with an enterprise buyer that has several stakeholders.

Learning outcomes

What your people will be able to do

  • Assess the client's problem and budget
  • Use three levels of questions to improve discovery calls
  • Recognize and work through buyer skepticism
  • Use diagnostic questions to understand the client's needs
  • Use the framing effect to improve engagement and outcomes
  • Choose discovery questions that avoid fatigue and get better information
Course contents

6 microlessons

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

1What to Ask Every Prospective Customer
23 Levels of Questions for Your Next Sales Discovery Call
3Tackling Buyer Skepticism
4Identifying the Problem
5Use the Framing Effect in Discovery Calls to Boost Sales
6What You're Doing Wrong

  1. What to Ask Every Prospective Customer: The questions that uncover the client's problem, budget and decision-making process.
  2. 3 Levels of Questions for Your Next Sales Discovery Call: Three levels of questions that move a discovery call from facts to motivations.
  3. Tackling Buyer Skepticism: Recognizing buyer skepticism on a discovery call and how to work through it.
  4. Identifying the Problem: Diagnosing the client's problem with prescriptive questions before you prescribe.
  5. Use the Framing Effect in Discovery Calls to Boost Sales: Using the framing effect to shape how buyers see your solution.
  6. What You're Doing Wrong: The discovery question mistakes that tire buyers out, and better questions to ask.
Audience

Who should take this course

Who it's for

  • Account executives running discovery calls
  • SDRs who qualify meetings before handover
  • Sales managers coaching discovery skills
How it runs in 5Mins

Assign it once, then let 5Mins do the chasing

Every course in the 5Mins library runs on the same zero-admin engine.

  • EnrollAuto-enroll

    Enroll people automatically from your HR system, with 100+ HRIS platforms supported.

  • RemindReminders

    Nudges by email, Slack, Microsoft Teams and push until the course is done.

  • 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
Read the Greenphire story
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 Sales Discovery 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
  • No card needed

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Free course catalogues

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Free PDF catalogues to share with your managers and your team.

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Soft Skills Catalogue

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Your questions answered

Questions about Sales Discovery training

How long is the Sales Discovery course?

It's made up of 6 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 questions to ask every prospect, three levels of discovery questions, buyer skepticism, diagnosing the problem, the framing effect and the discovery mistakes to avoid.

Who should take Sales Discovery training?

Account executives, SDRs and sales managers who want better discovery calls.

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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