Salespersons are always interacting with prospects, customers and referrals for potential sales opportunities. To sell better, one of the critical skills is to be able to ask relevant questions during a sales conversation. Salespersons who know how to apply various types of questions that answer to the unique needs of customers and prospects in different sales situations are more successful in closing sales.

 

This workshop is experiential and practical. The participants will learn by doing. The participants will actively participate in workplace sales scenarios, and practice how to ask the right questions that lead to a higher chance of sales closing.

 

• Strengthen active listening skills to deepen engagement and gain insight of prospects/customers needs
• Ask different types of sales questions to achieve sales objectives  
• Leave prospects with a positive impression for future sales opportunities

 

• Plan and prepare different types of questions in advance of sales meeting
• Ask open-ended questions to gather the thoughts, ideas, and information of buyers
• Ask qualifying questions to gather valuable information, qualify sales opportunities
• Ask need-based questions to identify issues, problems and business challenges
• Ask outcome-based and situational questions to overcome objections and win consensus
• Ask relationship questions that establish rapport, build trust and credibility
• Apply listening to gather customers' insight and transform it into relevant solutions
• Tips on questioning techniques and best practices

 

This is a practical, interactive and lively workshop. The methodologies include interactive lectures, group discussions, and presentation, questioning skills-building exercises, role-playing exercises, self-reflection for action planning, and peer/team/facilitator assessment.

 

Sales professionals and business owners

 

Group Size: 12 - 16 people

 

Duration:1 Day, 9-5pm