Asking Great Sales Questions

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Peter Alkema

2:16:19

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1 - Fundamentals of Sales Questioning Techniques

1 -Asking deep questions builds rapport and uncovers customer needs.pdf

1 -The Power of Asking Questions in Sales.mp4

02:42

2 -Asking Great Sales QuestionsThe Power of Asking Questions in Sale-merged.pdf

2 -Download The Amazing +100 Page Workbook For this Course.mp4

01:00

3 -Types of Sales Questions.mp4

03:10

3 -Types of Sales Questions.pdf

3 - Introduce Yourself To Your Fellow Students And Tell Us What You Want To Learn.html

4 -Building Rapport through Questioning.mp4

02:59

4 -Building Rapport through Questioning.pdf

5 -Listening Skills in Sales Conversations.mp4

03:34

5 -Listening Skills in Sales Conversations.pdf

6 -Case Studies on Questioning Success.mp4

03:02

6 -Case Studies on Questioning Success.pdf

7 -Lets Celebrate Your Progress In This Course 25% 50% 75% 100%!!.mp4

01:20

7 -Lets+Celebrate+Your+Progress.pdf

2 - Understanding Customer Needs through Questions

1 -Customer-Centric Questioning Approach.mp4

03:15

1 -Customer-Centric Questioning Approach.pdf

2 -Probing for Pain Points and Preferences.mp4

03:04

2 -Probing for Pain Points and Preferences.pdf

3 -Uncovering Hidden Customer Insights.mp4

02:35

3 -Uncovering Hidden Customer Insights.pdf

4 -Effective Questioning for Solutions.mp4

02:48

4 -Effective Questioning for Solutions.pdf

5 -Real-Life Examples of Needs Discovery.mp4

02:47

5 -Real-Life Examples of Needs Discovery.pdf

3 - Developing Questioning Strategies for Sales Success

1 -Creating Questioning Sequences.mp4

02:18

1 -Creating Questioning Sequences.pdf

2 -Open-Ended vs.pdf

2 -Open-Ended vs. Closed-Ended Questions.mp4

02:53

3 -Strategic Questioning for Different Sales Stages.mp4

02:58

3 -Strategic Questioning for Different Sales Stages.pdf

4 -Adapting Questions to Customer Behavior.mp4

03:09

4 -Adapting Questions to Customer Behavior.pdf

5 -Case Studies on Questioning Strategies.mp4

02:53

5 -Case Studies on Questioning Strategies.pdf

4 - Building Trust and Credibility with Questions

1 -Establishing Trust through Questions.mp4

02:54

1 -Establishing Trust through Questions.pdf

2 -Handling Objections by Questioning.mp4

03:12

2 -Handling Objections by Questioning.pdf

3 -Positioning Questions for Value Proposition.mp4

02:46

3 -Positioning Questions for Value Proposition.pdf

4 -Gaining Customer Confidence with Questions.mp4

03:23

4 -Gaining Customer Confidence with Questions.pdf

5 -Examples of Trust-building Questions.mp4

02:41

5 -Examples of Trust-building Questions.pdf

5 - Questioning for Competitive Advantage

1 -Competitor Analysis through Strategic Questions.mp4

02:24

1 -Competitor Analysis through Strategic Questions.pdf

2 -Differentiating through Questioning.mp4

02:59

2 -Differentiating through Questioning.pdf

3 -Turning Insights into Competitive Strategies.mp4

03:03

3 -Turning Insights into Competitive Strategies.pdf

4 -Responding to Competitive Threats with Questions.mp4

02:48

4 -Responding to Competitive Threats with Questions.pdf

5 -Case Studies on Competitive Questioning.mp4

02:54

5 -Case Studies on Competitive Questioning.pdf

6 -Quarter+Complete+-+Well+Done+Keep+Going.pdf

6 -Youve Achieved 25% Lets Celebrate Your Progress And Keep Going To 50%.mp4

00:24

6 - Advanced Questioning Skills in Complex Sales

1 -Navigating Complex Sales Processes with Questions.mp4

02:51

1 -Navigating Complex Sales Processes with Questions.pdf

2 -Handling Multiple Stakeholders through Questioning.mp4

03:06

2 -Handling Multiple Stakeholders through Questioning.pdf

3 -Mastering Consultative Questioning Techniques.mp4

03:13

3 -Mastering Consultative Questioning Techniques.pdf

4 -Overcoming Objections with Precision Questions.mp4

03:21

4 -Overcoming Objections with Precision Questions.pdf

5 -Real-World Examples of Complex Sales Questioning.mp4

03:16

5 -Real-World Examples of Complex Sales Questioning.pdf

7 - Empathy and Emotional Intelligence in Questioning

1 -Empathetic Listening through Questions.mp4

02:26

1 -Empathetic Listening through Questions.pdf

2 -Using Questions to Understand Emotions.mp4

02:39

2 -Using Questions to Understand Emotions.pdf

3 -Building Emotional Connections with Questions.mp4

03:07

3 -Building Emotional Connections with Questions.pdf

4 -Defusing Tension through Empathetic Questioning.mp4

02:44

4 -Defusing Tension through Empathetic Questioning.pdf

5 -Case Studies on Emotional Intelligence through Questioning.mp4

03:31

5 -Case Studies on Emotional Intelligence through Questioning.pdf

8 - Asking Questions for Upselling and Cross-Selling

1 -Strategies for Upselling through Questions.mp4

03:21

1 -Strategies for Upselling through Questions.pdf

2 -Identifying Cross-Selling Opportunities.mp4

03:10

2 -Identifying Cross-Selling Opportunities.pdf

3 -Effective Questioning for Additional Sales.mp4

02:51

3 -Effective Questioning for Additional Sales.pdf

4 -Maximizing Customer Value through Questions.mp4

02:59

4 -Maximizing Customer Value through Questions.pdf

5 -Upselling and Cross-Selling Case Studies.mp4

03:13

5 -Upselling and Cross-Selling Case Studies.pdf

9 - Questioning for Long-Term Customer Relationships

1 -Creating Loyalty through Insightful Questions.mp4

03:03

1 -Creating Loyalty through Insightful Questions.pdf

2 -Maintaining Engagement through Questioning.mp4

02:50

2 -Maintaining Engagement through Questioning.pdf

3 -Anticipating Customer Needs with Questions.mp4

03:02

3 -Anticipating Customer Needs with Questions.pdf

4 -Reinforcing Relationships via Questioning.mp4

03:10

4 -Reinforcing Relationships via Questioning.pdf

5 -Examples of Relationship-building Questions.mp4

02:31

5 -Examples of Relationship-building Questions.pdf

Description

Master Sales Questioning: Deepen Customer Insights, Build Trust, Master Closures & Leverage Tech for Success

What You'll Learn?

Recall the key features of different types of sales questions.
Understand the importance of building rapport through questioning in sales conversations.
Apply listening skills to improve information gathering during sales discussions.
Analyze case studies to identify successful questioning techniques used in sales.
Evaluate a customer-centric questioning approach to uncover customer needs effectively.
Create a sequence of questions designed to probe for a customer's pain points and preferences.
Use open-ended questions to uncover hidden customer insights during sales meetings.
Adapt questioning strategies to different stages in the sales process for maximum impact.
Develop questions that establish trust and credibility with potential customers.
Handle objections by formulating strategic questions that address customer concerns.
Differentiate your product or service from competitors through targeted questioning.
Apply competitor analysis techniques using strategic questions to gain a competitive advantage.
Navigate complex sales processes efficiently by mastering consultative questioning techniques.
Utilize empathetic listening and questioning to build emotional connections with customers.
Create upselling and cross-selling opportunities through effective questioning.
Formulate questions that anticipate and address future customer needs for long-term relationship building.
Manage difficult client interactions by employing de-escalation questioning techniques.
Leverage customer data and insights to personalize questioning strategies.
Respect privacy and ethical considerations while using questions in sales contexts.
Integrate active listening with strategic questioning to enhance communication skills in sales.

Who is this for?

Sales professionals seeking to improve their questioning techniques to close more deals.

Sales managers looking to coach their teams on effective questioning strategies.

Customer service representatives aiming to better understand customer needs through questioning.

Marketing personnel wanting to deepen their understanding of customer insights for targeted campaigns.

Entrepreneurs and startup owners needing to refine their sales approach to attract and retain customers.

Business consultants focusing on sales optimization for their clients by leveraging questioning skills.

What You Need to Know?

There are no requirements or pre-requisites for this course, but the items listed below are a guide to useful background knowledge which will increase the value and benefits of this course.

Basic understanding of sales principles and processes.

Effective communication and active listening skills.

Familiarity with customer relationship management (CRM) tools.

More details

Description
Welcome to our comprehensive course on mastering the art of sales questioning techniques! Are you ready to revolutionize your sales approach and skyrocket your success rates? Research shows that asking the right questions can increase sales success by up to 20%. Imagine the impact it could have on your career!

Our team of experienced sales professionals has curated this course to equip you with the essential skills needed to excel in the competitive world of sales. With a combined experience of over 30 years in sales and customer relations, we are passionate about sharing our knowledge and empowering you to achieve your goals.

In today's fast-paced business environment, the ability to understand customer needs, build trust, and navigate complex sales processes is more critical than ever before. Through our course, you will embark on a transformative journey that will not only enhance your questioning skills but also elevate your overall sales performance.

Beginning with the fundamentals of sales questioning techniques, you will learn the power of asking the right questions and types of questions to use in various sales scenarios. Building rapport, listening effectively, and analyzing case studies on questioning success will lay a solid foundation for your learning journey.

Moving on to understanding customer needs, you will master the art of customer-centric questioning, probing for pain points, and uncovering hidden insights that will set you apart from your competitors. Real-life examples of needs discovery will provide valuable insights into practical application.

As you progress through the course, you will develop advanced questioning strategies tailored for different sales stages, customer behaviors, and competitive scenarios. You will learn how to build trust, handle objections, and position your value proposition effectively, all through the art of asking strategic questions.

Our course will also delve into complex sales processes, empathy, and emotional intelligence in questioning, as well as techniques for upselling, cross-selling, and nurturing long-term customer relationships. Handling difficult clients, leveraging data for informed questioning, and utilizing technology for intelligent questioning are all integral parts of our comprehensive curriculum.

Throughout the course, you will engage in interactive activities, case studies, and real-world examples to reinforce your learning and practical application. By the end of the course, you will not only be equipped with a toolbox of advanced sales questioning skills but also have the confidence and expertise to excel in any sales environment.

Join us on this transformative journey and unlock your full potential in sales. Enroll now and take the first step towards becoming a sales questioning master!
Who this course is for:
Sales professionals seeking to improve their questioning techniques to close more deals.
Sales managers looking to coach their teams on effective questioning strategies.
Customer service representatives aiming to better understand customer needs through questioning.
Marketing personnel wanting to deepen their understanding of customer insights for targeted campaigns.
Entrepreneurs and startup owners needing to refine their sales approach to attract and retain customers.
Business consultants focusing on sales optimization for their clients by leveraging questioning skills.

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Sales Skills

Peter Alkema

Instructor's Courses

In my courses you learn practical skills: "I feel like I am in a real classroom." - Kira Minehart "What an amazing course! After finishing this course, I have confidence. Thank so much Dr Peter Alkema". Or Tulongeni Shilunga: "This is exactly the jump-start I needed. Very clear and concise"I also help lead digital transformation at FirstRand, the biggest financial services group in Africa. I've been featured on CNBC Africa and won the Gartner CIO Of The Year in 2016. I founded and led the largest banking hackathon in South Africa which was published in 2019 as a case study by Harvard Business School.I've taught over 17,000 students about business, academics and self-development. In 2020 I completed my PhD at Wits University In Johannesburg. The study introduced a ground-breaking theory of Agile software development teams. My woodworking book was published in 2014 and has sold over 10,000 copies.Olugbenga Gbadegesin: "Excellent delivery" / Lebogang Tswelapele: "This is what I have been longing for" / Paskalia Ndapandula: "Peter speaks with so much clarity" / Amantle Mangwedi: "It was straight to the point and the sections are cut into nice short segments which made it easier to go through" Kathy Bermudez: "Excellent material. Well organized..."Werner van Wyk: "Thank you Peter, once again your lesson and course have given me so much knowledge and understanding" / Yvonne Rudolph "I really look forward to take everything i learned in action" / Josephine Mahlangu: "exactly what I needed to know, absolutely valuable and helpful for my personal growth"

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