Practice Test Geeks(CST) Certified Sales Trainer Practice Test
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Discovery Call & Needs Analysis Flashcards

7 cards from real CST practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Discovery Call & Needs Analysis flashcards as text

  1. A prospect says, 'We've tried solutions like yours before and they didn't work.' What is the most effective response during a discovery call?

    Answer: Ask what specifically didn't work and what a successful outcome would have looked like

    Probing what failed previously uncovers hidden criteria and helps you understand what success truly means to this prospect.

  2. Which questioning technique involves building on a prospect's answer with a question that digs one level deeper?

    Answer: Layered probing

    Layered probing uses each answer as a springboard to explore underlying causes, consequences, or desires more fully.

  3. During needs analysis, a prospect describes a symptom but not a root cause. What should the sales trainer recommend doing first?

    Answer: Ask diagnostic questions to identify what is driving the symptom

    Addressing symptoms without diagnosing root causes leads to misaligned solutions and poor customer outcomes.

  4. What does 'active listening' require a salesperson to do during a discovery call?

    Answer: Nod, repeat key phrases, and take notes to signal genuine engagement

    Active listening means fully processing what is said before responding, demonstrated through verbal and non-verbal acknowledgment.

  5. A CST candidate is coaching a rep who dominates discovery calls with talking. What ratio of talk-to-listen is generally recommended for a discovery call?

    Answer: 30% rep / 70% prospect

    Sales best practices recommend the rep talk about 30% of the time and the prospect 70%, as more prospect talk equals more discovered information.

  6. Which of the following best describes the purpose of a 'confirmation summary' near the end of a discovery call?

    Answer: To verify your understanding of the prospect's needs and gain agreement before advancing

    A confirmation summary ensures both parties are aligned on the identified needs and sets a clear foundation for next steps.

  7. When a prospect shares a challenge during discovery, what is the risk of immediately responding with 'We can solve that'?

    Answer: It may cut off further disclosure of deeper or related problems

    Rushing to solutions signals the rep has stopped listening, potentially missing related needs that could strengthen the value proposition.