Which is true about discovery conversations?

• A. They should be avoided.
• B. They should occur before addressing the Primary Need.
• C. They should occur while addressing the Primary Need.
• D. They should be the only step in the process.

Answer: (C)

Discovery conversations are most effective when they happen as you work with the customer to solve their Primary Need. By asking open, probing questions, really listening, and restating what you hear while you discuss possible solutions, you uncover the true reason they’re here, their priorities, constraints, and decision criteria. This lets you tailor recommendations so they fit the specific situation, build trust, and avoid pitching options that don’t address the core issue. If you wait to discover before or after addressing the need, you risk missing important details or pushing the wrong solution. It’s also important to keep moving beyond discovery to present solutions, handle objections, and close, rather than treating discovery as the only step. So, discovery conversations should occur while addressing the Primary Need.