Objective:

To teach participants the power of good questions in the selling process to help uncover customer needs and position themselves as true consultative sales professionals.

Anticipated Outcome/Benefits:

This session will show participants what the purpose of the various types of questions are and when to use them in the selling process. They will learn how to use questions to get the client to “open up” and uncover opportunities that may remain hidden otherwise.

Overview:

Questions are powerful tools in the sales process. Applied skillfully, they will yield the information you need to take the process to the next step. Used carelessly, they could undermine the entire client relationship by making you seem pushy or unprofessional. Questions are the Answer is an informative course in the fine art of asking the right questions at the right time during the sales cycle – questions that result in useful information and positive momentum.

Participants will learn the difference between a question and a probe – and how using the right one can elicit information while avoiding the impression you are interrogating your client. By mastering open and closed questioning techniques, you’ll control the direction of a sales interview – whether you want your client to “open up” more, or focus only on specific information. You’ll learn which category of question to use for each specific purpose – and what kinds of questions to avoid as well.

With Questions are the Answer, sales reps will come away from sales interviews with the answers they need to present your prospect or client with a relevant solution. Your clients will know they have engaged in an important and useful process. The result is better information, better solutions, and better sales relationships.

Teaching Method:

This module will examine the differences between the eight different types of questions. Participants will then be given an example of the best use of each type. They will then be asked to create questions in each category specific to your company. There will be a discussion of the questions developed and the best ones will be compiled so that all reps can have them in their sales tool box. The instructor will lead a series of roleplays to put the skills into practice and will lead a debriefing session.

Format:

1/2 day custom in-house workshop + online webinar + e-learning module

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview The power of questions
• The Structure of Probes and Questions
• Probes
• Open Ended Questions
• Closed Ended Questions
• Asking Questions The Right Way
• Exploratory Questions
• Hypothetical Questions
• Agreement/Closing Questions
• Simple and Trick Questions
• Important Issues Questions
• Needs Identification Questions
• Role Plays with debrief
• Tying it All Together
• Personal Action Plan for Next 30 Days
• Knowledge Assessment

“I realized after doing this workshop that I was doing way too much talking during calls and like a lot of people I suppose, not asking questions and listening. The workshop gave me the skills and confidence to ask great questions and truly listen for a customer’s needs and issues. I’ve already seen a big difference in positive response from customers!”     Gonzalo Pagés EOE Group

“This wasn’t your usual boring workshop.  Michael was engaging, realistic and very knowledgeable.  10/10!”     Igor P, Oanda Foreign Exchange