Sales Discovery: The Five Whys Technique for Uncovering Hidden Customer Needs

Access this training video and learn how using the “Five Whys” technique can help you master the sales discovery process and map your solution to the buyer’s needs every time.

Learn the secrets top sellers use to dig deep and identify problems that buyers themselves may not even be aware of. In this free report, you’ll discover:

  • The importance of Discovery in sales
  • How the Five Whys Technique uncovers hidden customer needs
  • How the Five Whys help you turn more prospects into high-value customers
Sales Discovery: The Five Whys Technique

Why are we giving you all of this for free? Because it’s the best way we know to introduce you to a breakthrough way to develop sales talent in your organization.

Request your video now and we’ll email you a user name and password that gives you instant access to the Selling Essentials Rapid Learning Center. There you’ll find your training video and a collection of other training resources for sales professionals. You’ll have unlimited trial access to this powerful library of e-learning modules, reports and fast-read articles.

More information for those who love the details …

Sales Discovery: Uncovering your buyer’s real needs

Finding out what buyers need sounds easy enough. You ask a question and they tell you what their problem is? But it’s never that simple. Getting prospects to open up to you can seem impossible. Their defenses are up. They have other priorities they want to get back to and they have no motivation to spend their valuable time with you. Good discovery requires a specific skill. Sales people who fail to master this skill are doomed to a career of missed opportunity. Those who “get it” quickly make their way to the top and stay there.

Learn what it takes to get buyers to reveal their hidden needs. Access your free copy of “Sales Discovery: The Five Whys Technique” now.

The Five Whys Technique

In complex sales, it’s impossible to effectively “map” buyers’ needs to your potential solutions unless you really understand their “pain.” But prospects aren’t always thinking about what ails them. You need to remind them of where it hurts.

The Five Whys interviewing technique assumes that to find the truth, you need to ask a “why?” question about five times. The secret to making it work is using a “threaded conversation” which helps prospects dive deeper and deeper into their needs until you’ve found their real pain points in their business.

A non-sales example might go something like this:

On the factory floor, a vital machine has stopped completely.

  1. Why did that machine suddenly stop? Because a fuse blew.
  2. Why did a fuse blow? Because the fuse wasn’t the right size.
  3. Why wasn’t the fuse the right size? One of our engineers put in the wrong one.
  4. Why did the engineer put in the wrong fuse? Because somebody in the supply room gave him the wrong one.
  5. Why did the supply room give him the wrong fuse? Because the stock bin for fuses was mislabeled.

AHA! It took five “whys” to drill down and find the real reason the machine stopped – because somebody mislabeled a bin.

Was the person trying to hide the truth? Maybe. But more likely they simply weren’t focused on WHY the machine stopped or WHY the fuse blew. When you’re questioning prospects, they’ll almost never cut right to a need that you can meet. Your questions have to help them connect the dots.

Access your free video “Sales Discovery: The Five Whys Technique for Uncovering Hidden Customer Needs” now as part of a trial to the Selling Essentials Rapid Learning Center and help your team sharpen one of their most critical sales skills.

This training video will show you how to navigate a threaded conversation and become a master of sales discovery. You’ll learn how to uncover problems your customers might hesitate to reveal, are vaguely aware of but feel no urgency to address or aren’t aware of at all.


Steve Meyer
Stephen Meyer
CEO/Director of Learning and Development, The Rapid Learning Institute


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