A mini training package designed to help you teach sales people how to improve their professional sales questioning, handling sales objections and using effective closing techniques.
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Professional Sales Questioning Mini Course – Enhance Your Sales Skills Through Effective Questioning
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 sales person 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.
Our Professional Sales Questioning Training Course is designed to empower sales professionals with the essential questioning techniques necessary to effectively engage customers and close sales. This course introduces a structured approach to asking the right questions in the right order, enabling participants to uncover customer needs and handle objections confidently.
Ask questions that identify the customer’s problems.
Delve deeper into the customer’s needs to reveal specific areas of difficulty or dissatisfaction.
Direct questions towards a solution/product/service you have.
Point your questions towards the consequences, implications, or effect of the buyer’s problem.
Magnify the customer’s problems to the point where the customer feels a need to solve them.
Handle the different sales objections more effectively and confidently
Understand Nine different techniques that can be used to close the sale.
OPEN question selling technique.
Operational questions.
Probing questions.
Warm and hot needs.
Effect questions.
Nail down questions.
Skill practice exercises.
Types of objections.
Objections handling model.
Handling the “Price” objection.
Nine closing techniques.
1. Introduction to Sales Questioning
Understand the importance of asking the right questions and how they drive customer engagement and satisfaction.
2. The OPEN Questioning Technique
Learn the OPEN question selling framework:
o Operational questions to establish context,
o Probing questions to reveal problems,
o Effect questions to explore implications,
o Nail-down questions to confirm needs and solutions.
3. Identifying Customer Needs
Delve deeper into customer needs, transforming problems and dissatisfactions into actionable needs that can drive sales.
4. Handling Objections Effectively
Gain insights into common objections and learn effective techniques for addressing them, turning objections into opportunities for closing.
5. Closing Techniques
Discover various strategies to close sales effectively, enhancing your ability to finalize deals confidently.
What You Get:
• Fully customizable training materials, including a comprehensive trainer guide, participant workbook, and PowerPoint slides.
• Tools for mastering sales questioning techniques and enhancing customer engagement.
• Practical exercises to illustrate successful questioning and objection-handling techniques.
• Instant download access for immediate use.
Benefits:
• Equip your sales team with the skills needed to understand customer needs and enhance their closing rates.
• Learn practical strategies to navigate objections and drive sales effectively.
• Improve overall sales performance through structured training and best practices.
• Gain immediate access to customizable training materials tailored to your organization’s needs.
For random slide samples, Click thumbnails below for larger images.
For random slide samples, Click thumbnails below for larger images.
For random workbook samples, Click thumbnails below for larger images.
| Duration |
Full Course1 – 2 Days |
Mini CourseHalf Day Session |
| Trainer Guide Included |
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| Student Workbook Included |
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| Slide Deck Included |
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| Self-Assessments (Select Courses) |
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| Additional Exercise Sheets (Select Courses) |
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| 22 Bonus Activities |
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| Training support documents (Evaluation form, Certificates, Program Outline) |
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| Competitive Jeopardy Style Review Game |
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This short video highlights a key concept from our training package, offering actionable insights and a taste of what our training materials can help you achieve.
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Developed by experts with over 20 years of experience, these materials deliver measurable results across industries and organizational levels.
Includes a variety of self-discovery exercises, activities, and games designed to enhance engagement, boost retention, and promote hands-on learning.
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In what format are the training materials provided?
All files come in MS Office format for easy editing.
Q: Can I get an invoice in my company’s name?
Absolutely! Contact us for an invoice, or modify it through our support team.
Can I view samples of the training materials?
Yes! Samples are available on each program’s page. Just scroll to the “Training Material Samples” section above.
Can I modify the course materials?
Yes! You can fully customize, copy, and adjust our materials for your training sessions. However, resale in any format is not permitted.
Is there support after purchase?
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For more questions, feel free to contact us or click here for our full list of FAQs.
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