Needs Analysis & Discovery

B2 · Upper-intermediate1 hr 6 minBusiness EnglishLesson 2 of 8 · Outline

Aims

Goal: run a discovery call that uncovers the client's real problem — the SPIN questioning method, three model question sequences, and live practice.

The lesson, stage by stage

  1. Warm up5 min

    Warm-up: Find the real problem

    2 warm-up questions

  1. Reading10 min

    Reading: What the prospect is judging

    Read a 164-word text about What the prospect is judging

  2. Vocabulary8 min

    Vocabulary: Discovery & Qualification Vocabulary

    7 items

  3. Framework6 min

    Framework: SPIN Questioning Framework

    SPIN Selling, 4 steps

  4. Reading10 min

    Reading: Three model question sequences

    Read a 247-word text about Three model question sequences

  5. Practice7 min

    Practice: Complete the Discovery Questions

    Gap-fill exercise, 6 items

  6. Dialogue10 min

    Dialogue: Running a Discovery Call

    Role-play: You're on a discovery call with a prospect who expressed interest in your HR software. Use the SPIN framework to uncover their needs. (11 lines)

  7. Discussion10 min

    Discussion: Your mission: the discovery sequence

    3 discussion questions

Open the full lesson

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Target vocabulary

In a Tuton account these words become your student's vocabulary deck, so they come back in practice between lessons.

prospectqualifypain pointdiscovery callneeds analysisbudgetdecision-maker

This plan comes from the Sales & Client Relations course in the Tuton library. Browse all free lesson plans.