{"id":52314,"date":"2026-04-20T15:41:48","date_gmt":"2026-04-20T15:41:48","guid":{"rendered":"https:\/\/digitionary.com\/glossary\/discovery-plan\/"},"modified":"2026-04-20T17:18:56","modified_gmt":"2026-04-20T17:18:56","slug":"discovery-plan","status":"publish","type":"glossary","link":"https:\/\/digitionary.com\/en\/glossary\/discovery-plan\/","title":{"rendered":"Discovery Plan"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">The discovery plan is a questioning tool used before and during a sales meeting to better understand the client&#8217;s needs. Depending on the products being sold, this questioning can be more or less flexible, adapted to the client&#8217;s answers and profile. In sensitive sectors, the discovery plan includes specific wording to guide the discussion with the client. Its main objective is to identify the client&#8217;s needs and motivations in order to offer a suitable product or service and choose the most relevant arguments to persuade them.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Furthermore, the discovery plan can be used to check sensitive points in high-risk sectors, such as when proposing consumer credit. Sometimes, it is pre-defined by a computer system (as with insurance quotes), becoming a series of standardized questions rather than a genuine exchange with the client. It can be implemented through direct questioning, but also more subtly by giving the client the opportunity to express themselves freely.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A concrete example of a discovery plan has been developed by the Savoie Mont Blanc tourism committee for travel agents, in order to better understand the specific needs of clients for winter stays.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The discovery plan is a questioning tool used before and during a sales meeting to better understand the client&#8217;s needs. Depending on the products being sold, this questioning can be more or less flexible, adapted to the client&#8217;s answers and profile. In sensitive sectors, the discovery plan includes specific wording to guide the discussion with [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"menu_order":0,"template":"","meta":{"wds_primary_glossary-categories":0,"footnotes":""},"glossary-categories":[82],"glossary-tags":[],"class_list":["post-52314","glossary","type-glossary","status-publish","hentry","glossary-categories-crm-customer-relationship"],"_links":{"self":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary\/52314","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary"}],"about":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/types\/glossary"}],"author":[{"embeddable":true,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/users\/1"}],"version-history":[{"count":0,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary\/52314\/revisions"}],"wp:attachment":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/media?parent=52314"}],"wp:term":[{"taxonomy":"glossary-categories","embeddable":true,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary-categories?post=52314"},{"taxonomy":"glossary-tags","embeddable":true,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary-tags?post=52314"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}