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Programs·IPMERC·IPM·210

Probe & Match - mid-call discovery

Practitioner · 9 units · 65 min · NL

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Overview

9 units

Mid-call deep work. The Probe phase is where consultants either learn what's actually moving the buyer or fall back to demoing themselves. This course trains the question set and the FAB pairing.

For

Practitioner

Consultants who can run a structured call but still leave it without knowing what the buyer actually wants.

Outcome

By the end

Surface the real pain point within the first five questions and respond with a FAB that lands.

Setup

3 units

  1. 01What the buyer won't tell you in answer to 'what do you need?'7 min
  2. 02Question types - open, stel-, hypothesis8 min
  3. 03Letting the silence work6 min

Practice

6 units

  1. 04Open questions for candidates8 min
  2. 05Open questions for prospects8 min
  3. 06Pairing FABs to surfaced pain9 min
  4. 07Drill: 12 mixed Probe scenarios9 min
  5. 08Quiz: identify the phase from the question6 min
  6. 09Quiz: which FAB fits this pain point4 min

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