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New-Age Selling Academy · Course 07

Sales Discovery & Elicitation: Ask Questions That Close Deals

The most underrated sales skill — ask questions so good your buyer convinces themselves. Master discovery, elicitation, and deep listening.

4 hours 6 sections27 lectures All levels

Master the questioning craft most reps never learn, so buyers talk themselves into the sale.

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Self-paced
₹3,499
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  • Duration4 hours
  • Lectures27
  • LevelAll levels
  • AccessLifetime
  • RefundsPer course terms
What you will be able to do
  • Understand why great questions close more deals than great pitches
  • Use elicitation to help buyers reveal real needs — ethically
  • Build a toolkit of pain, impact, and why-now questions (SPIN and beyond)
  • Uncover root pain and quantify the cost of inaction
  • Listen actively, label emotions, and read buying signals
  • Run a full discovery call using a proven structure and question bank
Curriculum

6 sections · 27 lectures

Section 1: Why Questions Beat Pitches4 lectures
  1. 1.1 The Most Underrated Skill in Selling
  2. 1.2 Great Discovery Is the Close
  3. 1.3 The Doctor Mindset
  4. 1.4 Section Recap
Section 2: The Elicitation Technique5 lectures
  1. 2.1 What Elicitation Actually Is
  2. 2.2 The Statement-Instead-of-Question Move
  3. 2.3 Building the Safety That Makes People Open Up
  4. 2.4 Practice: Turn Questions Into Elicitation
  5. 2.5 Section Recap
Section 3: The Question Toolkit5 lectures
  1. 3.1 Open vs Closed, and the Power of Open
  2. 3.2 The SPIN Framework
  3. 3.3 Pain, Impact, and Why-Now Questions
  4. 3.4 The Follow-Up That Goes Deeper
  5. 3.5 Section Recap
Section 4: Uncovering Real Pain & Value5 lectures
  1. 4.1 Surface Pain vs Root Pain
  2. 4.2 Quantifying Impact and the Cost of Inaction
  3. 4.3 Emotional vs Business Drivers
  4. 4.4 Practice: The Pain-Digging Drill
  5. 4.5 Section Recap
Section 5: Listening & Reading Signals5 lectures
  1. 5.1 Active Listening for Discovery
  2. 5.2 Mirroring and Labeling in Discovery
  3. 5.3 The Power of Silence
  4. 5.4 Reading Hesitation and Buying Signals
  5. 5.5 Section Recap
Section 6: Running a Great Discovery Call3 lectures
  1. 6.1 The Full Discovery Call Structure
  2. 6.2 Common Discovery Mistakes
  3. 6.3 Course Close

Who this is for

  • Sales reps who talk too much on calls
  • Consultants and agency owners
  • Founders in sales conversations
  • Anyone who wants to sell through insight, not pressure
Every lecture is scripted, teleprompted and recorded in a controlled studio setup — the pacing never drifts and nothing is padded.
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Where this leads

MIRROR 01

New-Age Selling Foundations

A human, psychology-backed way to sell your product, service, or yourself without ever feeling pushy or fake.
MIRROR 02

The Psychology of the Close

The real neuroscience behind every yes: how buyers decide, what price signals, and how to persuade ethically.
MIRROR 03

Confident Selling

Stop freezing at the ask: train the confidence to say your price steadily and hold your ground.