Effective Questioning Techniques
Effective Questioning Techniques
Effective Questioning Techniques
Get the skills you need today to improve your future sales results.
This ISM endorsed course includes an interactive sales simulation to help you embed the learning instantly into your role. Learn at your own pace - on your mobile, tablet or computer.
Overview
Are you asking effective questions, or are you missing opportunities without knowing?
After this course, you will know the most effective questions to ask, and how to ask them. You’ll also have the active listening skills to build strong customer relationships and close more sales.
You’ll learn how to:
Build rapport with your customers
Manage and control conversations
Establish key customer information
Qualify that you have understood the customer
Ask for the business
Duration: 90 minutes
Who is this course for?
This practical course is for anyone who wants to close more sales and develop a deeper understanding of their customers. It is ideally suited to those who are already in a sales role.
People who benefit from this course include business owners, account managers, salespeople and customer service professionals.
What will you gain from this course?
The biggest personal benefit is simple: more business. Using effective questioning and active listening you’ll also have the skills to:
Plan your questioning strategy
Position yourself as a person with a genuine interest in your customer’s business
Develop in-depth conversations to discover and agree your customer’s needs
Identify the key points your sales proposition has to address
Unearth the real reasons behind customer objections
If you find it hard to manage objections, are not really sure you understand what your customers want, and closing can prove difficult, then Effective Questioning Techniques is for you!
What will your organisation gain from this course?
Increased sales revenue from new and existing customers
Improved customer relationships
More sales opportunities
Skilled and motivated people who will value the investment in them
Course Features
6 interactive modules that can be completed when it suits you
Effective Questioning Techniques sales simulation
Certificate of completion
A personal record - a summary of content and details of your input and answers to tasks and quizzes. A great coaching aid once you have completed the course!
Flexibility - you can pause or resume at any time
Course Structure
Module 1 – Course Introduction
Find out what this course is all about.
Module 2 – The Need to Ask Questions
Why do we ask questions in the sales process?
Module 3 – Planning a Questioning Approach
Which are the areas where we should seek information?
Module 4 – Asking Questions
The different types of questions and their uses.
Module 5 – Active Listening
Ways to improve your listening skills
Module 6 - Sales Simulation: Effective Questioning Techniques
Test your skills in a challenging sales simulation.
Sales Simulation
Once you have completed the course you will have the chance to practise your new skills in TLSA’s Effective Questioning Techniques sales simulation.
In this virtual environment, you will play a sales person working for a company that provides consultancy services, hardware and software to customers.
Working with one of your customers, you will have the opportunity to plan your questioning strategy, ask effective questions and actively listen to understand the needs and issues you must address to close this business opportunity.
In the simulation, your task is to ask questions and listen. You will face several situations in which you will test your learning by making decisions based on effective questions and active listening. As in reality, once made, your decisions cannot be changed.
You will see your progress as the story unfolds. When you have finished the simulation, a scorecard will provide you with:
Your personal results in key skill areas
Specific feedback on each decision you make
This feedback will help you plan how to implement newly learned questioning and listening techniques in your personal role.
The simulation is a unique experience that ensures you will be ready to use your new skills with your own prospects and customers.
Compatibility
You can play Advanced Questioning Techniques using Google Chrome on a Windows platform or Safari if you are using an Apple Mac, tablet or mobile.