How to Create and Ask Powerful Sales Questions

Course details

Asking the right questions at the right time is the foundation of trust and the key to more successful sales interactions. In this course, instructor Julia Ewert outlines the psychology behind effective questioning, analyzes different question types, and applies strategies to engage sales prospects in meaningful conversations. Learn how to evaluate the role of questioning in building trust, develop insightful sales questions, and master when and how to use them throughout the sales process. Through hands-on practice and exercises, you’ll get a chance to hone your ability to qualify prospects, navigate objections, and optimize discovery conversations. By the end of this course, you’ll be prepared to implement powerful questioning techniques that lead to deeper connections and greater sales success.

Learning objectives
Describe the role of questioning in building trust and enhancing sales conversations.
Analyze different types of sales questions, distinguishing between good and great questions.
Apply effective questioning techniques to uncover prospect needs and drive meaningful dialogue.
Evaluate the timing and structure of questions within the sales process to optimize conversations.
Develop insightful, trust-building questions that differentiate them from competitors.
Handle objections by using questions that guide prospects to their own solutions.
Implement CRM and AI tools to track responses and enhance the effectiveness of their sales questioning strategy.

Concepts

0. Introduction

01 - How great questions create bigger wins

1. Asking Questions - A Foundation for Trust

02 - The science of making a first impression
03 - Building genuine trust through questioning

2. Creating Powerful Sales Questions

04 - Mastering the full range of questions
05 - How to differentiate between good and great questions
06 - Mastering open vs. closed questions
07 - When to go tactical and when to stay transactional

3. Asking Questions in Your Sales Procss

08 - When to ask questions in your sales process
09 - Questions to qualify prospects
10 - First sales meeting questions - Discovery questions
11 - First sales meeting questions - Transactional questions
12 - How to handle objections

4. Tech Tools to Help

13 - Using your CRM to help you
14 - What role can AI play in asking questions