Asking Great Sales Questions Online Class

Description

In this course, you will :

• Examine the terminology associated with the sales process.
• Explain the sales/trust matrix as a predictor of successful sales.
• When attempting to learn the goals of a customer, define various levels of question types.
• Investigate the use of insights to build credibility with a customer.
• Consider the importance of clarifying questions in establishing value with a customer.

Syllabus :

1. Know before You Go

• Understand your customer's business
• Understand your customer's role
• Understand your customer's objectives

 

2. Questions That Create Connection

• The importance of why
• Connection vs. credibility

 

3. Questions That Drive Credibility

• Confirm goals
• Prioritize goals
• Use insights

 

4. Questions That Create Urgency

• Quantify the problem
• Personalize the impact

 

5. Questions That Confirm Value Clarity

• Map the solution to the problem
• Define the value
• Partnership agreements

Show more