Asking Great Sales Questions
Overview
Learn how to ask sales questions that lead to high-quality interactions with customers and clients.
All too often sales calls become an interrogation, leaving the prospects feeling defensive and unsure where the conversation is leading. In this course, sales coach Jeff Bloomfield provides an alternative that puts the focus back on customers and clients. Jeff helps you gain insight into your customer’s business problems and objectives, and use those insights to guide your sales questions. By asking the right questions, you can create connection, drive credibility, create urgency, and confirm value clarity—validating the business impact of your solution. Plus, get advice on digging deeper and continuing the conversation—for more successful sales interactions and longer-lasting relationships.
All too often sales calls become an interrogation, leaving the prospects feeling defensive and unsure where the conversation is leading. In this course, sales coach Jeff Bloomfield provides an alternative that puts the focus back on customers and clients. Jeff helps you gain insight into your customer’s business problems and objectives, and use those insights to guide your sales questions. By asking the right questions, you can create connection, drive credibility, create urgency, and confirm value clarity—validating the business impact of your solution. Plus, get advice on digging deeper and continuing the conversation—for more successful sales interactions and longer-lasting relationships.
Syllabus
Good Sales Questions Make a Difference
- Overview of key learning objectives
- Understand your customer's business
- Understand your customer's role
- Understand your customer's objectives
- The importance of why
- Connection vs. credibility
- Confirm goals
- Prioritize goals
- Use insights
- Quantify the problem
- Personalize the impact
- Map the solution to the problem
- Define the value
- Partnership agreements
- Next steps
Taught by
Jeff Bloomfield
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