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: August 10, 2023
- 1. Effective Social Selling and Digital Personal Branding
- 2. Red Flags Your Sale Has Lost Momentum: What to Do Next
- 3. Cold Calling Training: How to Get Through and Grab Interest in the First 10 Seconds (and what to say on voice mail to get call backs)
- 4. How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales
- 5. High-Margin Selling: Winning the Price Battle
- 6. How to Use Verbal Success Stories to Get Executive Attention and Interest
- 7. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
- 8. 7 Stages of the Sales Cycle: Assigning Probability Definitions that Enable Better Account Management
- 9. Reconciling Aged Open Payables and Outstanding Checks
- 10. LinkedIn and Social Selling for Business Development
Included In Certifications
This course is included in the following Certification Programs:
17 CoursesEnterprise Selling Certification
- Sales Territory Management
- Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
- Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
- Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
- Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
- Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
- Questions that Sell - The Simple A B C D Process
- Laser Listening: The Skill to Increase Business
- Power Persuasion Strategies: Influence a Customer to Buy
- Negotiating and Sales: Strategies and Skills to Close More Business
- The Sales Call Part 1: Preparation
- The Sales Call Part 2: Conduct a Successful Sales Call
- The Sales Call Part 3: Present and Reduce Objections
- After the Sale Part 1 - Create Satisfied Customers
- After the Sale Part 2 - Compelling Email Communication
- After the Sale Part 3 - Demonstrate Value
- After the Sale Part 4 - Effective Testimonials
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Prerequisites
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
.
Maura Schreier-FlemingSales Consultant, Author