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LinkedIn Learning

Asking Great Sales Questions

via LinkedIn Learning

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.

Syllabus

Good Sales Questions Make a Difference
  • Overview of key learning objectives
1. Know before You Go
  • Understand your customer's business
  • Understand your customer's role
  • Understand your customer's objectives
2. Questions That Create Connection
  • The importance of why
  • Connection vs. credibility
3. Questions That Drive Credibility
  • Confirm goals
  • Prioritize goals
  • Use insights
4. Questions That Create Urgency
  • Quantify the problem
  • Personalize the impact
5. Questions That Confirm Value Clarity
  • Map the solution to the problem
  • Define the value
  • Partnership agreements
Conclusion
  • Next steps

Taught by

Jeff Bloomfield

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