In this video, you'll focus on one of the most important skills that sales professionals need to practice: how to ask compelling discovery questions that spur prospects to share more with you than they will with your competitors. You'll move from practical (what) questions that direct the discussion to functional (how) questions that refine the focus. Finally, you'll move to emotional (why) questions that will define the project's business impact. Learn how to structure and sequence discovery questions that will change your initial meetings and help you to differentiate yourself from the crowd.