CST Discovery Call & Needs Analysis 3

Question 1

In the context of needs analysis, what is a 'latent need'?

Accepted Answer

A problem the prospect is unaware of or has not yet articulated

Answer

Latent needs are unrecognized problems that skilled discovery questions bring to the surface, creating urgency and differentiation.

Question 2

A sales trainer is reviewing a rep's discovery call recording. The rep asked, 'You want a system that's easy to use, right?' This is an example of what type of problematic question?

Accepted Answer

A leading question

Answer

Leading questions suggest the desired answer, biasing the prospect's response and undermining genuine needs discovery.

Question 3

Which framework specifically structures discovery questions around Situation, Problem, Implication, and Need-payoff?

Accepted Answer

SPIN Selling

Answer

SPIN Selling, developed by Neil Rackham, organizes discovery questions into four types to surface and develop explicit buying need.

Question 4

What is the primary advantage of using open-ended questions over closed-ended questions during discovery?

Accepted Answer

They generate longer, richer responses that reveal the prospect's priorities

Answer

Open-ended questions invite the prospect to elaborate, revealing context, pain, and priorities that closed questions cannot uncover.

Question 5

During a multi-stakeholder discovery call, a sales trainer advises the rep to 'map the room.' What does this mean?

Accepted Answer

Identify each attendee's role, priorities, and level of influence on the decision

Answer

Mapping the room helps the rep tailor discovery questions and later messaging to each stakeholder's specific concerns and decision-making power.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Discovery Call & Needs Analysis 3