Asking Great Sales Questions

Master Sales Questioning: Deepen Customer Insights, Build Trust, Master Closures & Leverage Tech for Success

Created by: Peter Alkema
Business | Technology | Self Development

Created by: Media Training Worldwide Digital
A Full-Service Online Training Company

What Will I Learn?

• Recall the key features of different types of sales questions.
• Understand the importance of building rapport through questioning in sales conversations.
• Apply listening skills to improve information gathering during sales discussions.
• Analyze case studies to identify successful questioning techniques used in sales.
• Evaluate a customer-centric questioning approach to uncover customer needs effectively.
• Create a sequence of questions designed to probe for a customer's pain points and preferences.
• Use open-ended questions to uncover hidden customer insights during sales meetings.
• Adapt questioning strategies to different stages in the sales process for maximum impact.
• Develop questions that establish trust and credibility with potential customers.
• Handle objections by formulating strategic questions that address customer concerns.
• Differentiate your product or service from competitors through targeted questioning.
• Apply competitor analysis techniques using strategic questions to gain a competitive advantage.
• Navigate complex sales processes efficiently by mastering consultative questioning techniques.
• Utilize empathetic listening and questioning to build emotional connections with customers.
• Create upselling and cross-selling opportunities through effective questioning.
• Formulate questions that anticipate and address future customer needs for long-term relationship building.
• Manage difficult client interactions by employing de-escalation questioning techniques.
• Leverage customer data and insights to personalize questioning strategies.
• Respect privacy and ethical considerations while using questions in sales contexts.
• Integrate active listening with strategic questioning to enhance communication skills in sales.

Requirements

• There are no requirements or pre-requisites for this course, but the items listed below are a guide to useful background knowledge which will increase the value and benefits of this course.
• Basic understanding of sales principles and processes.
• Effective communication and active listening skills.
• Familiarity with customer relationship management (CRM) tools.

Target audience

• Sales professionals seeking to improve their questioning techniques to close more deals.
• Sales managers looking to coach their teams on effective questioning strategies.
• Customer service representatives aiming to better understand customer needs through questioning.
• Marketing personnel wanting to deepen their understanding of customer insights for targeted campaigns.
• Entrepreneurs and startup owners needing to refine their sales approach to attract and retain customers.
• Business consultants focusing on sales optimization for their clients by leveraging questioning skills.