Questioning & Listening for Sales

Questioning & Listening for Sales Training Course

Who Would Benefit

This training course would benefit anyone who recognises the need to revisit or improve their techniques for powerful and effective questioning and listening.

Course Description

The only way to find out the information you require in any given situation is to ask the right questions and really listen to the answers. Only then can we hope to realistically ‘match’ the wants, needs and expectations of the people we interact with. This course examines in detail, what we mean by questioning and listening skills and what being skilled at this can do for us.
The phrase “I hear what you are saying” is common enough, BUT are you really listening? This fast-paced and effective programme will help delegates to evaluate if they really are as well as asking the right questions in the first instance.

CPD Points: 6
Training Course Category: Sales
Recommended No. of Days: 1
Can this course be accredited by ISM?: Yes
Training Course Location: To be determined by Client

Learning Outcomes

Demonstrate a clear questioning strategy
Show how to ask different types of questions
Know how to engage others totally
Explain the difference between hearing and listening
Explain the key components of listening

The Programme Includes:
Whom are we asking questions of and why?
Essential preparation
Communicating key messages
Determined outcomes
Know your target audience
How to ask the right question – search engine demonstration
What are the different types of questions you can employ?
Adding tone, pitch and inflexion to be clearly understood
Hearing vs Listening
The difference between active and strategic listening
The four key components of the Strategic Listening process
Hearing / Interpreting / Evaluating / Responding
Engaging others in an irresistible way
Using body language to reinforce understanding



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  • 180 Days