QUESTIONING SKILLS - The heart of selling

Road testing threw up the obvious – those new to sales and the less obvious- experienced sales people who wanted a ‘sharpener’ but didn’t want to go on an attended course (too many other things to do) and the really not obvious – those who don’t think of themselves as sales people but none-the-less have to go out and sell (ranging from MD’s to customer support staff).

Two approaches to creating/uncovering and developing customer needs. A ‘tool kit’ of skills is presented with full explanation of what and why with exercises to confirm understanding and the opportunity to develop your own questions. Downloadable notes reinforce the presentations. There’s also a section on different types of needs, why they’re important and how they fit in with the questioning skills and again, exercises to confirm understanding.

50 minutes plus exercises, divided into two sections that can be taken separately.  To be comfortable you’ll need to put one and a half hours aside for each section to give time to work through the exercises.

£79 +VAT (single user license).

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The combination of clarity of explanation, and practical examples given, ensure participants clearly understand the sophisticated concepts and ideas put across, enabling them to immediately implment them in their daily work.