Effective Questioning Skills

Wouldn’t it be great if you could discover what your prospect was ready to buy BEFORE you tried to sell him something? Too often, overanxious sales reps make the mistake of “pushing products” before knowing if the prospect is ready to buy. This leads to a high level of rejections and an equally high level of missed opportunities.

Effective Questioning Skills, a two-hour highly interactive sales training class, will help you develop the tools you need to uncover the customer’s needs before you try to sell him anything. Our experienced sales training professionals will lead you through a step by step process to help you cultivate effective skills and strategies for asking the right questions in the right way at the right time, so that you can develop an understanding of the customer’s needs before introducing him to products and solutions. You will receive hands on coaching and real time practice to give you the confidence you need to apply your new questioning skills on the job immediately.

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn to:

• Use open-ended questions to encourage prospects to freely share information.

• Apply closed-ended questions to quickly obtain important bits of data.

• Clarify and confirm answers to make sure that what they think they are hearing is really what the customer means to say.

• Use customer responses as a springboard to guide the conversation toward the next selling step.