Studies show that most salespeople talk too much, make too many statements and don’t ask enough questions.  Is it any wonder some salespeople struggle to close more sales?  Experts agree that salespeople struggle to ask the right questions because they don’t know how.

This course explores the art and science behind asking good questions in the sales process.  We discuss question types and give you actual questions that you can use immediately to become a more successful salesperson and a stronger communicator.

Learning Objectives
  • Discover questions that help qualify and disqualify potential clients
  • Discover questioning techniques to evaluate opportunities
  • Identify communication techniques used by leaders and high level sales people
Last updated/reviewed: August 8, 2023
Prerequisites
Course Complexity: Foundational

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Asking the Right Questions, To Close More Sales3:27
Asking the Right Questions
  Types of Questions 7:29
  Where to start?5:10
  When You Get an Answer8:27
  Example Language with a Prospect 11:11
  Reverse Psychology 8:15
CONCLUSION
  Conclusion 8:59
Continuous Play
  Asking the Right Questions, To Close More Sales 52:58
SUPPORTING MATERIALS
  Slides: Asking the Right Questions, To Close More SalesPDF
  Asking the Right Questions, To Close More Sales Glossary/IndexPDF
REVIEW and TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam