The right questions can shorten your sales cycle and motivate your customers to buy. Having an effective questioning process will help you ask the right questions at the right time. The simple ABCD questioning process is a roadmap to ask questions and uncover the needs and motivations of your customers.  This course teaches you to ask questions that result in productive sales calls that motivate customers to buy from you.

Learning Objectives
  • Identify the questions you need to get answers to before the sales call begins
  • Identify the questions to ask that motivate your customers to buy from you
  • Discover a process that helps you avoid a common questioning mistake that most salespeople make
  • Explore different types of questions to achieve different objectives and shorten your sales cycle
  • Discover why questions are more powerful than statements and how they contribute to your sales success



Last updated/reviewed: March 5, 2024

Included In Certifications

This course is included in the following Certification Programs:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials
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Member's Profile
Goog overview

Course Complexity: Intermediate

No advanced preparation or prerequisites are required 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 Syllabus
  Introduction to Questions That Sell2:06
  Why Prepare Questions to Sell?7:04
The Simple A B C D Process
  The A B C D Process9:28
  Implementing A B C D Process15:03
  Implementing A B C D Process (Continued) 15:10
  Ask you Questions Better7:31
Continuous Play
  Questions That Sell: The Simple A B C D Process 55:26
Supporting Materials
  Slides: Questions that SellPDF
  Questions that Sell Glossary/IndexPDF