Advanced Questioning Techniques Online Course

Are you managing large accounts, high value deals or high potential prospects? , Advanced questioning skills are essential to your success.

Do you have full control of the conversation with customers, and a strong understanding of their needs? After this ISM endorsed course, you will. You’ll know the best questions to ask, and when to ask them, in order to generate business, build customer confidence and demonstrate the value of your relationship.

Advanced Questioning Techniques equips you to uncover, clarify and agree the needs and issues of your customers and prospects. A proven, structured approach will help you:

• Explore the opportunities and challenges your customers face, then identify the solution that would best meet their needs
• Establish a consistent method for managing high value, complex sales cycles
• Develop a broad and deep understanding of business needs and drivers, especially where multiple decision-makers are involved
• Build the confidence to elegantly manage conversations from the shop floor to the boardroom

What will you gain from this course?

The biggest benefit you will get from this course is increased and sustainable sales.

You’ll learn an approach that brings you:

• Increases in conversion rates
• Successful new business development
• Business growth in existing relationships
• Fewer objections to manage
• Improved relationships and customer retention
• A deep understanding of business needs

This powerful approach helps you structure conversations to:

• Uncover which issues are really important to your customers
• Identify hidden opportunities
• Develop an effective personal style that decision-makers will value

What will your organisation gain from this course?

• Improved profitability and sustainable sales improvement
• Efficiently managed sales cycles
• Lower cost of sale
• A reputation as a ‘go to’ company
• Motivated salespeople and loyal customers
• Greater sales opportunities

Course Features

• 6 interactive modules
• Advanced Questioning Techniques interactive sales simulation
• Certificate endorsed by the ISM
• A personal record, a summary of content and personal feedback. This is a great coaching aid once you have completed the course.
• Flexibility - you can pause and resume at times to suit you

Course Structure

Module 1 - Course Introduction

Find out what this course is all about.

Module 2 – Advanced Questions: The Purpose

What are advanced questions and when should they be used?

Module 3 – The Needs Analysis

Discover the areas in which you should ask questions.

Module 4– Converting Opportunities into Needs

The four stages of asking advanced questions.

Module 5 – The RAIN Model

A powerful questioning model to uncover real issues and agree customer needs.

Module 6 - Sales Simulation:Advanced Questioning Techniques

Test your new skills in a challenging sales simulation.

Sales Simulation

Once you have completed the course you will have the chance to practice your new skills in TLSA’s Advanced Questioning Techniques sales simulation. In this virtual environment, you will play the role of an account manager managing a sales opportunity.

Your challenge will be to plan and implement a meeting with three senior decision makers. The objective is to ask advanced questions to understand their needs and identify other potential opportunities. If you get it right, you will do business! If you don’t, you’ll miss out.

You will face several situations where you must make decisions based on advanced questioning techniques. Naturally, once made, your decisions cannot be changed!

You will see your progress as the story unfolds. When you have finished the simulation, a scorecard will provide you with:

• Your personal results in key skill areas
• Specific feedback on each decision you make. This feedback will help you plan how to implement the skills of asking advanced questions in your personal role

The simulation is an enjoyable, interactive experience that ensures you are ready to immediately use your new tactics on your prospects and customers.

This course is designed for people who want to improve their sales performance. Usually established salespeople, account managers, business owners and new business developers who operate in a B2B selling environment take this course.

You can play Advanced Questioning Skills using Google Chrome on a Windows platform, or Safari if you are using an Apple Mac, tablet or mobile.

A move to sales mastery. This is skill you will use to develop an in depth understanding of your customers and manage productive sales meetings with customers from board level to shop floor. This is a challenging skill, master it and you will accelerate your career giving you the foundation to progress your career into an account management or sales management role.

Currently there are no Q&As for this course. Be the first to ask a question.

Certificate of completion

Digital certificate - Included