Build The Question.
Discovery isn’t about having the perfect question. It’s about knowing why you’re asking it. Today you’ll learn how to build questions that help someone think, reflect and reach their own conclusions.
Learn To
Build The Question.
Complete the Day Two training before moving into the resource. Today is about understanding the job behind each question — not memorizing the perfect line.
Every Question
Has A Job.
You don’t need a giant list of questions to memorize. You need to know what you’re trying to uncover — and what answering the question could help the other person discover.
Fact Questions
Fact questions help you understand what’s happening. They give you the information and context you need before you decide where the conversation should go.
Reflection Questions
Reflection questions help them understand why something matters. They create space for the person to think more deeply about the meaning underneath the facts.
Decision Questions
Decision questions help them examine what happens next. They are not about creating fake urgency — they help someone consider the consequence of continuing, changing or waiting.
Know Why You’re Asking
The goal isn’t to convince somebody of something. It’s to ask questions that create enough space for them to think, reflect and reach their own conclusions.
Build
The Question.
Work through five scenarios and a final challenge. For every response, think beyond the words you’re using and identify what you want the prospect to discover.
Practice The Levels
Start by proving you understand what each question is designed to do.
- Scenario 1 — Build a Reflection Question
- Scenario 2 — Build a Decision Question
- Scenario 3 — Isolate the Uncertainty
Remove The Training Wheels
Now the question type isn’t chosen for you. Read what the prospect says, identify what’s happening underneath it and decide what the conversation needs next.
- Scenario 4 — You Choose What Happens Next
- Scenario 5 — No Training Wheels
- Explain the psychology behind your response
Prove You Understand The Psychology
Choose something you commonly hear in a sales conversation. Decide what you would ask next, identify the question type or psychology shift you’re using, and explain what you want them to discover by answering you.
- What did the prospect say?
- What would you ask next?
- What type of question or psychology shift are you using?
- What do you want them to discover by answering you?
Complete.
Then Submit.
Complete the Build The Question resource before submitting Day 2. There isn’t one magical sentence we’re looking for — we’re looking at whether you understand the psychology behind your question.
Day 2 Workbook
Use your Day Two workbook to work through the five scenarios and Final Challenge before submitting your answers.
Open Day 2 WorkbookSubmit Day 2
When you’ve completed Build The Question, submit your Day Two answers privately through the Google Form.
Open Submission FormCheck Your Thinking
For every question you wrote, ask yourself: Am I asking this because I need an answer — or because answering it will create awareness for them?
Review Before SubmittingJoin The Closing Code
Join the private Closing Code community for program updates, reminders and everything happening throughout the five days.
Join The Community