Lesson Elements
- 23 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 9 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- Give several reasons why it’s important to ask customers questions.
- Explain what you should and shouldn’t do when asking customers questions.
- Give examples of questions that you should ask to steer customers away from potential objections.
- Define “open-ended”, “either/or”, “yes”, “leading”, “involving”, “clarifying”, and “confirming” question types.
- Describe how you can use questions to control customer conversations.
- Discuss how questions move you and your customer further along in the sales process.
The Power Of Questions
- Why Ask Questions?
- Customer Questions
- Responding To “How Much?”
- Responding To “Can You Throw In…?”
- Responding To “Can You Do Any Better?” or “Is That Your Best Price?”
- Question Dos & Don’ts
- Controlling The Conversation
- Keep Things Moving With Adaptive Questions
- Let Me Ask You A Question
- The Power Of “Either/Or” Questions
- Asking A “Yes” Question
- Open-Ended Questions
- Asking A Leading Question
- Changing Your Customer’s Mind
- Lead The Customer To A Commitment To Buy
- Confirming Questions
- Involving Questions
- Clarifying Questions
- Where Questions Take You
- Explore The Trade-In Evaluation
