Overview:

This module utilizes a structured questioning model to reveal the customer’s pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

• Confidently utilize structured questioning
• Be able to constructively build anxiety around the customer’s issues to motivate action
• Be able to lead your customers towards your offering
• Help you to quickly identify the business impact of your customer’s pain
• Establish credibility and gain access to a broader range of stakeholders
• Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.