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Duration: 1 Hour
Level: Foundational
CPE/CPD Not Available
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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

Prerequisites

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 ext. 106, or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  3:27Introduction to Asking the Right Questions, To Close More Sales
Asking the Right Questions
  7:29Types of Questions
  5:10Where to start?
  8:27When You Get an Answer
  11:11Example Language with a Prospect
  8:15Reverse Psychology
CONCLUSION
  8:59Conclusion
Continuous Play
  52:58Asking the Right Questions, To Close More Sales
SUPPORTING MATERIALS
  PDFSlides: Asking the Right Questions, To Close More Sales
  PDFAsking the Right Questions, To Close More Sales Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM