Questioning Techniques

Course ID
Sales Training & Development
Lecture, Online, Webinar

Learning, developing and mastering new skills takes time, practice and guidance. Want to take your sales career to the next level? Then the Sales Training & Development Program is for you.

Seminar Description:

Questions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people, you must listen more that you speak.

Listening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret.

Even though questioning is a big part of the sales process unless you can reflectively listen, synthesise what is being said (and not said) and accurately summarise what has transpired, you will potentially miss the real issues.

Key Learning Points:
  • Learn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving
  • Learn techniques on how to identify, evaluate and resolve the real issues people have
  • Learn how to move people from the stages of 'curiosity' to 'intent' to 'commitment.'
Session Time(s) Duration Delivery Required Program Enrolment Instructor
8:00am – 9:30am
1.5 Hours Webinar Sales Training & Development Randy Hnatko, MBA

Develop real skills specific to your actual goals and challenges. Our Management Training & Development program brings both the “how” and the real world into the training room. Real world. Real results.