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Understanding Sales Essentials

Effective Questioning Techniques to Understand the Customer’s Needs

Simply selling a product without understanding your client’s needs will often lead to buyer’s remorse. This session not only shows you how to build a set of questions to understand your prospect’s needs; it equips salespeople with stronger methods of helping your clients understand value in their problems; facilitating your ability to connect your solutions to their needs.

Objective

During this session you will learn how to build a set of questions to understand your clients needs, learn how to help your clients understand value in their problems giving you the ability to connect your solutions to their needs. 
To evaluate existing need find structures and consider additional techniques that can support the client journey ongoing.

Agenda: 

  • Questioning Techniques using Different Types of Questions.
  • Positive and Negative Consequence Questions
  • Establishing Needs.
  • Structure of Need Finding
     

Events

Date
Jan 22, 2025
Time
11:00 AM
Date
Feb 19, 2025
Time
8:00 AM

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Related SEEDL Summaries

The Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

The Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

The Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese is a comprehensive guide that explores the power of asking effective questions in the sales process. Freese argues that questions are the most powerful tool for engaging prospects, uncovering their needs, and ultimately closing deals. Through practical strategies and real-life examples, Freese demonstrates how question-based selling can significantly enhance sales performance.

View The Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
Spin Selling

Spin Selling

"Spin Selling" is a sales methodology developed by Neil Rackham in the 1980s. The methodology is based on extensive research into what distinguishes successful salespeople from less successful ones. Rackham and his team analysed over 35,000 sales calls across a wide range of industries and found that the most successful salespeople tended to ask more questions than their less successful counterparts. 

View Spin Selling
Questions that Sell: The Powerful Process for Discovering What Tour Customer Really Wants

Questions that Sell: The Powerful Process for Discovering What Tour Customer Really Wants

Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry is a comprehensive guide that provides sales professionals with valuable insights and practical techniques for using questions effectively to uncover customers' needs and motivations. Through a strategic questioning process, the book offers a roadmap for engaging customers, building rapport, and generating successful sales outcomes.

View Questions that Sell: The Powerful Process for Discovering What Tour Customer Really Wants

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Duration
60 minutes
Facilitator
Jo Nash
Quiz
No
Certificate
Yes
Recommendation
100%
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