Top Discovery Questions that Get Deals Done

PROGRAM DESCRIPTION

Join Sales Assembly and Nate Nasralla for Top Discovery Questions that Get Deals Done, part of the Deal Management certification.

This program focuses on mastering discovery strategies that uncover deal gaps and align buyers to fill them. Participants learn how to transform prospects into problem-solving partners by deploying a Discovery Roadmap, asking curiosity-driven questions, and quantifying outcomes to build urgency and trust.

WHAT YOU’LL WALK AWAY WITH

• A three-stage discovery road map: find and frame the problem, build consensus, then paint the future state.
• Numbers, names and dates: don’t leave a problem until you have a cost, their internal project name and a deadline.
• Invite the skeptic early: ask who might disagree so your champion isn’t fighting the friction alone.
• Directed, not leading questions: let buyers reach your value themselves, because they believe what they tell themselves.
• A problem statement built live: draft it on screen with the buyer and fill in their numbers as they react.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

124 attended ◦ 4.56/5 average rating

“Great discovery questions shared and loved the Discovery Scorecard. Going to review to see if we should add anything from this resource to our current company Discovery scorecard.” Director of Sales

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.