This mini course focuses on a sales professional’s most important skills: asking good questions, handling objections and closing the sale. While anyone can learn what questions to ask, this program focuses on how to ask questions in a way that will get your customers to open up. The program introduces a proven, step-by-step professional sales questioning technique that can be put into action immediately, in any sales situation.

This powerful sales questioning technique is all about asking the right questions in a particular order. By following a specific questioning model where you work collaboratively with the customer to arrive at a mutually beneficial solution.

Customers buy because they have needs. If there’s no need, there’s no sale. A big part of being a professional salesperson is to identify, develop and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale. How do needs start? They begin as problems or dissatisfactions your customer feels. and in order to develop those problems into needs, you follow the OPEN question selling technique which in summary is to ask:

– Operational questions to establish a jumping off base for the sale.

– Probing questions to expose a problem,

– Effect questions to explode the problem into other areas, and

– Nail-down questions to develop the importance of finding a solution.

Your job as a professional salesperson is to ask questions and control the conversation and ask your questions in a way that would lead the customer to your solution/product.

In addition to the above powerful questioning model, this program also covers the basics of properly handling sales objections and closing the sale. It stresses the fact that when a customer raises an objection during the sale, it’s not always bad news. In fact, it can actually be a buying signal. This mini training program introduces a simple objections handling model that enables you to deal with objections more confidently and professionally with a focus on a specific and effective technique to handle the most common objection “Price”. The program also introduces nine different sales closing techniques that will help sales people close sales more confidently, increase their closing rate and achieve financial objectives.

Duration                Learning Credits

Half day – 5 hours of   5 PDU’s 

Session  

Public Classroom Pricing:

Early Bird Price: USD 395.00

Regular Price: USD 495.00

Instructor-Led Virtual Live Pricing:

Early Bird Price: USD 295.00

Regular Price: USD 395.00

Private Group / In-House Learning:

Have a group of 3 or more people? Register

yourself with a special pricing and request

the training exclusively for your group.