Questioning and Listening
Workshop Description
Questioning and listening skills are the two most essential sales competencies. For that reason, this is our most popular workshop for newer salespeople. This interactive 2-hour workshop highlights practical concepts and guidelines, including a brainstorm activity to develop a reference sheet for great questions that can be used to sell your specific products and services.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
Newer salespeople will learn skills that will become a foundation for their future success. Others in your organization who interact with customers, such as customer service and technical service personnel, will also benefit from this workshop.
Topics and Objectives
1. Foundation Guidelines for Questioning and Listening: The workshop begins with a discussion and large group practice activity to teach basic questioning and listening techniques such as asking open-ended questions and paraphrasing.
2. The Most Effective Types of Questions: The best sales professionals distinguish themselves with the quality of the questions that they ask. You will learn the three types of questions that are essential to sales success. A role play activity is used so that each person can assess what they do well and how to improve at asking these types of questions.
3. How to Avoid Making Common Mistakes: You will learn the most common mistakes made by average sellers, such as making a sales call an interrogation rather than a conversation.