Art of Sales Questioning
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Overview
A critical component in every successful salesperson's toolkit is their ability to ask the right question at the appropriate time in the sales cycle. A good strategy will reduce sales cycle times and allow conversations to flow. This module provides perspective and examples on how to develop a bespoke questioning strategy that aligns to your sales process, which is underpinned by your listening skills.
Objectives
By the end of the course, learners will be able to:
- Explore the 6 active listening skills and assess their significance in sales;
- Identify how to build rapport through questioning;
- Evaluate the different types of questioning techniques that can be used depending on where you are in the sales funnel;
- Assess how to create your own flexible question-and-answer strategy to make responses more predictable;
- Examine how to question deeply using the 5 why root cause analysis technique;