Question Plans:

In sales we ask questions to identify needs, hidden issues, to get the sale, to over come resistance… The reasons are countless. We teach you not only the types of questions to ask but how to direct a certain type of question based on the type of person your dealing with.
 
There are certain types of questions and each of those types has the ability to be open ended or close end direct questions. Some of the types of questions that sales primarily deal in are:
 
• Stem or Gathering questions- these are generally broad and point a customer in a direction. These allow you to identify needs.
• Clarifying questions- These allow you to confirm issues or check in with your customer.
• Impact questions- These lead your customer to understanding that you have a solution.
• Open ended questions- Questions that do not allow a yes or no reply.
• Close end or Direct questions- Questions directed to the listener that require a yes, no or absolute response.
 
Probing your customers shows your interest in them. As long as you are not inundating them like rapid fire, the information you can get allows you to have selling points when it comes time to get the sale. We teach our modules to allow the inquisitive sides of sales to come out and listen to your customer describe their ideal buying experience.
 
Customers will often unconsciously offer you indications about what they want to talk about. Provided you have the ability to remain on course, they will lead you into a relationship that can be beneficial to you and them. We show you how to let a conversation flow, stay on track, and through questions find out how your customers want to be sold to.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.