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;