Discovery and needs analysis
The Discovery and needs analysis template gives you a complete, ready-to-teach sales training program built for b2b sales reps moving from transactional to consultative selling. Instead of starting from a blank page, you get a sequenced 6-lesson outline with learning objectives, in-class activities, and knowledge checks — then InstructorKit generates all twelve documents (student manual, instructor guide, slide deck, quiz, evaluation, and more) around your exact topic in minutes.
- Lessons
- 6
- Session length
- 75 MIN
- Level
- Experienced — some background assumed
- Format
- Instructor-led (live)
The ground it walks through.
Cover open-ended discovery questions, the difference between stated needs and underlying problems, qualifying budget / authority / timing without interrogating, summarizing back to confirm understanding, and the bridge from discovery to solution fit.
- Open-ended discovery questions
- The difference between stated needs and underlying problems
- Qualifying budget / authority / timing without interrogating
- Summarizing back to confirm understanding
- The bridge from discovery to solution fit
Built for the room you teach.
- Audience
- B2B sales reps moving from transactional to consultative selling
- Industry
- Any industry
The template sets the structure; your topic, audience, and tone still drive every word of the generated output — so the finished kit reads like your program, not a generic one.
Twelve documents, not one.
A Pro Kit built from this template delivers all twelve deliverables — editable Word and PowerPoint, print-ready PDF, and a SCORM package for any LMS. Yours to brand, edit, and keep.
- Course Outline
- Student Manual
- Instructor Guide
- Slide Deck
- Self-Study Guide
- Pre-Assignment
- Quick Reference Guide
- Quiz & Answer Key
- Training Evaluation Form
- Certificate of Completion
- Advertorial
- Recommended Reading
Related templates.
- Sales process fundamentalsProspecting, qualifying, presenting, and closing — the full cycle for new reps.View →
- Objection handlingReframe the no, find the real concern, keep the conversation moving.View →
- Sales coaching for managersPipeline reviews, call coaching, and turning average reps into consistent performers.View →
Build your discovery and needs analysis kit.
Adjust the audience and topic, and walk away with the full package — in your brand, ready to deliver. First kit is money-back guaranteed.