An eBook on the art of asking sales questions that build rapport and uncover budget. The discovery framework every B2B rep needs to turn a first appointment into a qualified opportunity. Module 10 of the Modern Sales Performer Course Collection.
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QUICK ANSWER
This module is a bonus eBook included in the Modern Sales Performer collection. It covers the art and science of asking great discovery questions — the ones that build trust, uncover budget, expose problems, and create urgency without feeling like an interrogation.
Paired with Module 09 (First Appointment Tips), this eBook gives you the complete discovery framework for turning a first meeting into a qualified opportunity. Included as part of the Modern Sales Performer collection.
WHO IT'S FOR
COURSE CURRICULUM
1 lessons. All content in one focused section.
THE FULL COLLECTION
This module is Module 10. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President's Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
"I crushed my sales quota, won rookie of the year, and have been promoted 3 times."
"Pure gold. It helped double our sales in just three months."
"After this course I was 100% sure what I am doing and why — it changed my approach completely."
"Reps with 15+ years of experience said it got them back to basics in the best way."
Outliers · The complete path
Join Outliers and this training is included. You also get the full Modern Sales Performer collection, monthly live Outliers meetings, a serious sales community, and practical resources you can keep using in the field.
Want the advanced training too? Outliers Elite ($129/month or $1,290/year) adds the Fearless Prospector Masterclass, Virtual Selling Machine, new Elite content, and one 30-minute one-on-one coaching session with Derek each quarter.
PRICING
Choose lifetime access to the collection—or start today through Outliers.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
Or access it today
$59/month
Get this module plus the complete 14-course Modern Sales Performer collection through Outliers.
FAQ
Is this a video course or an eBook?
This module is an eBook — a downloadable written guide on discovery questioning techniques. It's included as a bonus resource in the Modern Sales Performer collection alongside 13 other full video courses.
Can I buy this module individually?
Individual modules are not sold separately. Get this course and the complete 14-course Modern Sales Performer collection through Outliers for $59 per month, or choose the Modern Sales Performer lifetime-access option. Outliers Elite ($129 per month) includes the same collection plus the Fearless Prospector Masterclass, Virtual Selling Machine, and quarterly one-on-one coaching with Derek.
What kinds of questions does the eBook cover?
The eBook covers question types for different stages of the conversation: rapport-building questions, situation questions, problem questions, implication questions, and questions that move the deal forward. Based on Derek's 17 years of field sales experience.
Should I use this with Module 09 (First Appointment Tips)?
Yes — they're designed to be used together. Module 09 teaches the full appointment structure; this eBook gives you the question library to fill that structure with.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
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