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Effective Questioning Techniques

Online course with learning modules, simulation, a personal record, action plan and self-certification.



£79 inc VAT
Or £26.33/mo. for 3 months...
Study method
Online, self-paced
2 hours
Access to content
Access until course completion
No formal qualification
  • Certificate of completion - Free
Additional info
  • Tutor is available to students

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Are you asking effective questions, or are you missing opportunities without knowing?

After this ISM endorsed course, you will know the most effective questions to ask, and how to ask them. You’ll also have the active listening skills to build strong customer relationships and close more sales.

You’ll learn how to:

  • Build rapport with your customers
  • Manage and control conversations
  • Establish key customer information
  • Qualify that you have understood the customer
  • Ask for the business


What will you gain from this course?

The biggest personal benefit is simple: more business. Using effective questioning and active listening you’ll also have the skills to:

  • Plan your questioning strategy
  • Position yourself as a person with a genuine interest in your customer’s business
  • Develop in-depth conversations to discover and agree your customer’s needs
  • Identify the key points your sales proposition has to address
  • Unearth the real reasons behind customer objections

If you find it hard to manage objections, are not really sure you understand what your customers want, and closing can prove difficult, then Effective Questioning Techniques is for you!

What will your organisation gain from this course?

  • Increased sales revenue from new and existing customers
  • Improved customer relationships
  • More sales opportunities
  • Skilled and motivated people who will value the investment in them

Course Features

  • 6 interactive modules including the Effective Questioning Techniques sales simulation
  • Certificate endorsed by the ISM
  • A personal record, a summary of content and details of your input and answers to tasks and quizzes. These provide 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 – The Need to Ask Questions

Why do we ask questions in the sales process?

Module 3 – Planning A Questioning Approach

Which are the areas where we should seek information?

Module 4– Asking Questions

Using different types of question and how to ask them

Module 5 – Active Listening

How to improve your listening skills

Module 6 - Sales Simulation: Effective Questioning Techniques

Test your skills in a challenging sales simulation.

Sales Simulation

Once you have completed the course you will have the chance to practise your new skills in TLSA’s Effective Questioning Techniques sales simulation.

In this virtual environment, you will play a sales person working for a company that provides consultancy services, hardware and software to customers.

Working with one of your customers, you will have the opportunity to plan your questioning strategy, ask effective questions and actively listen to understand the needs and issues you must address to close this business opportunity.

In the simulation, your task is to ask questions and listen. You will face several situations in which you will test your learning by making decisions based on effective questions and active listening. As in reality, 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 newly learned questioning and listening techniques in your personal role

The simulation is a unique experience that ensures you will be ready to use your new skills with your own prospects and customers.

Who is this course for?

This course is for anyone who wants to close more sales and develop a deeper understanding of their customers.

People who benefit from this course include business owners, account managers, salespeople and customer service professionals.


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

Career path

Discover how you can use four types of question to understand your customers’ needs and create solutions customers want to buy. Then add active listening and you will develop a skill that builds long term, trust based relationships. Effective Questioning and Active Listening are skills you need to build a successful career in an account management or sales management role.

Questions and answers

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


Certificate of completion

Digital certificate - Included


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What does study method mean?

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

What are CPD hours/points?

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

What is a ‘regulated qualification’?

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

What is an ‘endorsed’ course?

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body’s logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.