The Training Focusses on :

-Operational questions to establish a jumping off base for the sale,
– Probing questions to expose a problem,
– Effect questions to explode the problem into other areas, and
– Nail-down questions to develop the importance of finding a solution.

In this Course we will discuss the role of Questioning in  Sales.

This mini course focuses on a sales professional’s most important skills: asking good questions, handling objections and closing the sale. While anyone can learn what questions to ask, this program focuses on how to ask questions in a way that will get your customers to open up. the program introduces a proven, step-by-step professional sales questioning technique that can be put into action immediately, in any sales situation.

This powerful sales questioning technique is all about asking the right questions in a particular order. By following a specific questioning model where you work collaboratively with the customer to arrive at a mutually beneficial solution.

Customers buy because they have needs. If there’s no need, there’s no sale. A big part of being a professional sales person is to identify, develop and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale. How do needs start? They begin as problems or dissatisfactions your customer feels. and in order to develop those problems into needs, you follow the OPEN question selling technique which in summary is to ask:

– Operational questions to establish a jumping off base for the sale.
– Probing questions to expose a problem,
– Effect questions to explode the problem into other areas, and
– Nail-down questions to develop the importance of finding a solution.

Your job as a professional salesperson is to ask questions and control the conversation and ask your questions in a way that would lead the customer to your solution/product.