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Workshop

S.C.O.R.E.
Discovery
Framework

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SCORE Discovery Sales Training

About

In this workshop, participants learn a proven methodology (S.C.O.R.E.) for developing effective questions, structuring successful discovery conversations, and uncovering the information required to develop a compelling business case that closes the sale.

Workshop Details

Who and Why?

  • This workshop is designed for account executives, field sales reps, large account and enterprise sales professionals in complex sales cycles.
  • Reps who ask insightful questions and probe deeper during discovery are 50% more likely to close the sale and 74% more likely to generate repeat business.

Delivery Modalities & Length

  • Virtual Instructor-Led (120 Minutes)
  • In-Person Instructor-Led (4 Hours)
  • E-Learning (60 Minutes)

Learning Outcomes

  • How to leverage the S.C.O.R.E. Discovery Framework and the dual process discovery question funnel.
  • How to uncover stakeholder lists, criteria for evaluation, desired business outcomes, real state situations, and end state aspirations.
  • How to leverage deep listening skills to trigger the self-disclosure loop to get below the surface and push past stakeholder resistance.
  • Four principles of effective discovery conversations and the seven keys of effective listening.
  • How to structure effective discovery questions.

Competencies Developed

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