For generations, sales reps were trained to operate in “brain dump” mode, i.e., to walk into their customer accounts and immediately tell that customer everything they could about their products or services. While the goal of this approach is to impress the customer with how much you know and how great your offer is, the actual result is to leave many customers feeling overwhelmed, pressured and turned off. Research now conclusively demonstrates that, save for a few very specialized products or services, this is not a wise way to sell to customers. In fact, the most current research now indicates that the best way to initiate a sales contact is not to give information, but to ask for information! Asking the right questions at the right time in the right way can open up doors of opportunity that that can’t be opened any other way! By first asking good questions, sales professionals can identify a customer’s priorities and problems, understand the organization’s decision-making processes, pin point important needs and get a handle on a whole host of other issues. In fact, asking good questions is a powerful tool you can use throughout each stage of the sales cycle to refine your understanding of how to deliver the best value to your sales accounts. But, before you pick up the phone or set foot in a client’s door, you must be sure you know when and how to use the right questions at each stage of the sales cycle.

World Class Training In Asking World Class Questions

Our Asking World-Class Questions course provides highly effective yet simple to use interview techniques that can be used to sell products or services. Designed as a half-day workshop, this course will give you the skills you need to ask the appropriate questions for each stage of the sales process - from how to clarify a customer’s needs and priorities to creating an interview method that will help to evaluate risk and reward. Account Managers, Inside Sales Reps and Field Managers will all benefit from the cutting-edge sales techniques taught in this course. The highly interactive nature of this training program allows you to practice all the essential skills and interview concepts you need to know, combining group exercises, individual activities, discussion sessions and lectures into one intensive, hands on learning process. As a result, sales professionals will be able to immediately apply their newly acquired skills during customer sales calls. The course materials we provide to all participants also double as valuable reference tools. We are certain that, as a result of attending this powerful sales training course, sales professionals will feel confident of their ability to ask the best questions in any situation to more effectively discover customer needs and recommend appropriate solutions.

Asking World Class Questions course participants will learn to:

Sales Training Seminars

If you need to train a larger sales team or want to discuss a more comprehensive sales training program, we also provide on-site private, fully customizable sales training. These workshops can be tailored to your particular needs and delivered in your offices or at off-site locations. 

For free, no obligation information on how we can help you please contact us today.