Becoming a Sales 'Questioning Skills Champion'

Becoming a Sales 'Questioning Skills Champion'

Duration:
1 Day

(Can be customised to half day)

Aims:

Good questions, 'funnelling' and 'pain-stacking' are the hallmarks of a fantastic sales call. So why are they so rarely deployed effectively? Many salespeople believe the sale occurs whilst they are talking about so called benefits. In reality it is during the questioning, exploratory phase that a prospect is won or lost. This interactive, enjoyable and impactful one day course equips salespeople with the skills to use questions not just for fact-finding but also for building the prospect's disaffection with their current reality and making 'doing nothing' seem increasingly the higher risk option.

Objectives:

Participants will learn to ask 'the curiosity question' formulated from the prospect's responses rather than tired, pre-prepared 'tick-box' questions that the competition ask. It will also give them to tools to not only spot potential 'pain' areas in the prospect's world but then to ask insightful 'pain-stacking' questions that build a strong motivation for action.

What will I learn?
How to Build Rapport and ease into the Questioning phase
  • - Making a good first impression
  • - Building rapport with different personality types
  • - Creating an opening benefit statement
The Different types of Questions and when they should be used
  • - Open Questions – for information gathering and building trust
  • - Closed Questions – when to use and when NOT to
  • - Why salespeople ask multiple questions and how to avoid
The lucrative Art of Question Funnelling
  • - How to begin a subject 'funnel' with broad open questions
  • - How to formulate questions around in-the-moment content
  • - Obtaining deep disclosures by skilful funnelling
  • - How Funnelling builds trust and plants the seed of the sale
Listening Skills
  • - 'Bracketing' – how to shut off the noise in your own head
  • - The perils of planning your next question while the prospect is speaking
  • - What active listening is and what it isn't
'Stacking the Pain' to attribute cost to inaction
  • - Why pain is your friend in a sales call
  • - Fanning the prospect's disaffection with the 'now'
  • - Identifying opportunities to stack pain
  • - How to avoid killing trust by 'Diving into Solution' too early.
How to Master the Art of Summarising
  • - The benefits of frequent summarising
  • - Using summary to finesse your pain-stacking
  • - How to use the prospect's own language to great effect
  • - Making the prospect salivate to hear your solution
Related courses
Run this
course at
your offices
Request a quote
Speak to a friendly advisor

call

0333 344 6630

or visit our

Online Chat
Trustpilot
icornerstones
i-Cornerstones Learning and Performance Model
Creating the right learning programme for you

Our approach is to provide the skills and knowledge to increase productivity and achieve attitudinal and behavioural change, leading to long-term improved performance, increased employee engagement, retention and consistent gains in profit.

Our i-Cornerstones Learning & Performance Model is dynamic, flexible framework that outlines the TrainingU philosyphy and key stage processes we work through to ensure we deliver the exact learning programme for your needs and within your budget.

Read more...
icornerstones
How we deliver learning
Your Offices (in-house)
Your Offices
(in-house)

If you have a number of people in your organisation with the same training need, in-house training programmes are an ideal, collaborative learning solution.

Our Training Venues
Our Training
Venues

Ideal for single/few staff member(s) that need development in a certain area. Sharing ideas and experiences with people from other organisations can be a huge benefit.

Virtual Learning
Virtual
Learning

Enabling staff to join live classroom training via web conferences. Ideal for organisations with multiple offices or where staff are geographically spread.

Sprint Learning
Sprint
Learning

High impact 90-minute training sessions delivered either face-to-face or virtually in targeted subjects, to boost performance whilst reducing your staff time out of the business.

Managed Learning Services
Managed
Learning Services

As an extension to your in-house L&D team, we will look after all the planning and organisation of your staff training needs, from assessment of needs through to delivery and evaluation.

Contact Us


If you need any help with finding
the best course for you, please call us on

0333 344 6630


How did you hear about us?

TrainingU will not pass your contact details onto any third parties, and will only contact you in relation to your enquiry.

Our commitment to quality

We are an accredited training provider with the Learning and Performance Institute which gives you the assurance that we conform to a professional Code of Practice.

Learning and Performance Institute