Worked example
Sales Representative: Repair Follow-up Questions
A B2 sales representative asks prepared discovery questions but misses information in the answer.
This is a constructed teaching example, not a report of a real student or a claimed learning outcome.
Student context
A B2 sales representative runs software discovery calls. The learner has a reliable question list but needs to respond to the prospect's actual answer.
Evidence
- Prepared opening questions are accurate and natural.
- The learner asks the next scripted question even when the prospect reveals a constraint.
- Follow-up questions repeatedly use broad prompts that do not test the stated business impact.
Decision
Repair
Failure to build a relevant follow-up question blocks the purpose of a discovery call, so the next lesson should repair listening-to-question conversion.
Lesson objective
By the end of the lesson, the learner will turn three prospect statements into specific follow-up questions about impact, urgency, or decision criteria.
Activity sequence
- 1Underline the decision-relevant detail in six short prospect answers.
- 2Choose whether each detail requires an impact, urgency, or criteria question.
- 3Run a branching discovery call in which the next prompt depends on the previous answer.
- 4Review one missed opportunity and immediately replay that exchange.
Evidence to collect next
- Whether the follow-up question reuses the prospect's meaning rather than a memorized script.
- Whether the question type matches the information gap.
- Whether the learner notices and repairs an irrelevant follow-up.
What Should I Teach Next?
Get Edooqoo updates about adult 1:1 teaching decisions. Each email links to the full article or worked example as the canonical source.