Territory Development: The Sales Process - Advanced Questioning Techniques

Once you can ask the right questions to pinpoint what a customer needs, you will be able to position your product or service as the solution and close the deal – skills you will learn in the elearning course, Advanced Questioning Techniques. Using an upside-down triangle analogy, the course walks through each level of questioning, from broad introductory questions right down to specific closing questions. Learn how to get the prospect talking, ask open-ended questions, and offer choices to uncover sales opportunities. The course provides you with a wide variety of sample questions you can implement as part of your sales approach. Part of the series called Territory Development: The Sales Process, this course includes a video lesson, downloadable student materials and a short online quiz to check your comprehension of the course.

Learning objectives:

• Identify a customer’s needs by asking the right kinds of questions. Integrate advanced questioning techniques into your existing sales strategy. Build an accurate picture of exactly what the customer needs