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Asking Questions

£25.00 (exc. VAT)

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Category
Description

The aim of this module is to provide the learner with the knowledge and skills to achieve better sales results through appropriate, effective and targeted questioning.

This module will cover:
  • Understanding why asking the right questions helps to gather valuable information which enables a tailored sales approach offering targeted solutions.
  • Identifying the various types of questions you can ask as a sales professional.
  • Recognising the sales techniques, approaches and the five-step process that can be implemented to maximise your effectiveness.
On completion of this module, learners will be able to:
  • Understand why it is important to use the right questions in a sales capacity.
  • Explain the different categories or question types and the right time to use them.
  • Describe some of the questioning techniques that can be implemented.

Module Structure:

LEARNING OBJECTIVES
Aims and Learning Outcomes

TOPIC 1: ASKING QUESTIONS IN SALES
Using Questions in Sales
Understanding Your Prospects
Importance of Sales Questions
The Five Step Sales Question Process
Summary
Knowledge Check

TOPIC 2: TYPES OF QUESTIONING
Types of Questioning
SPIN Selling
Summary
Knowledge Check

TOPIC 3: TECHNIQUE
Questioning Technique
Funnel, Probing and Leading Questions
Rhetorical
Common Mistakes
Summary
Knowledge Check

END OF LEARNING MODULE
End of Learning Module Summary

The learning module plus the assessment module will take approximately 60 minutes to complete.

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