Asking Great Sales Questions

Course details

All too often sales calls become an interrogation, leaving the prospects feeling defensive and unsure where the conversation is leading. In this course, sales coach Jeff Bloomfield provides an alternative that puts the focus back on customers and clients. Jeff helps you gain insight into your customer’s business problems and objectives, and use those insights to guide your sales questions. By asking the right questions, you can create connection, drive credibility, create urgency, and confirm value clarity—validating the business impact of your solution. Plus, get advice on digging deeper and continuing the conversation—for more successful sales interactions and longer-lasting relationships.

Learning objectives
Review terminology related to the sales process.
Explain the sales/trust matrix as a predictor of favorable sales outcomes.
Define various levels of question types when seeking to learn customer goals.
Explore the use of insights as a means to gain credibility with a customer.
Examine the place that clarifying questions have in establishing value with a customer.

Concepts

0. Introduction

01 - Drive urgency to change

1. Know before You Go

02 - Understand your customer's business
03 - Understand your customer's role
04 - Understand your customer's objectives

2. Questions That Create Connection

05 - The importance of why
06 - Connection vs. credibility

3. Questions That Drive Credibility

07 - Confirm goals
08 - Prioritize goals
09 - Use insights

4. Questions That Create Urgency

10 - Quantify the problem
11 - Personalize the impact

5. Questions That Confirm Value Clarity

12 - Map the solution to the problem
13 - Define the value
14 - Partnership agreements

Conclusion

15 - Ask effective questions