Lesson 1: The Art of Second and Third Layer Questions

Video Clip: “Creating Confidence In Yourself And Your Offer.mp4” — Timestamp: 5:30–7:00

Week 1: Advanced Discovery Mastery·8 min

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Reflection questions

Reflection Questions

Answer all questions with at least 5 words each (20 words total minimum)

Think about your last three sales conversations — what layer two business impact questions could you have asked to uncover the real cost of inaction, and how might those answers have changed your proposal or approach?

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Which of your current prospects have you only explored at layer one, and what specific second-layer question could you ask this week to understand what their stated problem is actually costing their business?

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Reflect on a recent lost deal — what layer three personal pain might that decision-maker have been experiencing that you never discovered, and how could uncovering that emotional cost have changed your entire sales strategy?

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Lesson 2: Mapping the Buying Committee — Who Really Makes the Decision