Sales WorkshopQuestions That Sell

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How many times have you presented a great idea but your customer wouldn’t take initiative? You made a convincing case. They appeared genuinely receptive. But in the end, they came up with an excuse or never followed through.

The reality is that what we say does little to persuade customers. It’s when we ask the right QUESTIONS, we create an emotional connection, the catalyst to inspire others to action.

But not any questions will do. You need a plan. Questions That Sell workshop will provide that plan and help your people create powerful thought-provoking questions to fully engage customers. When you ask the right questions, you empower others to discover for themselves the answers they’re looking for and motivate them to embrace change and your ideas.

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Questions That Sell
Objectives and Learning Outcomes

  1. Ask power-probing questions that build genuine trust — empowering valued customers to divulge privy buying information
  2. Uncover core motivations that customers unknowingly hide and don’t share
  3. Present with conviction and confidence by determining the customer’s real needs
  4. Build rapport with guarded customers
  5. Manage time and resources wisely by qualifying the most-profitable sales opportunities
  6. Decipher the decision-making process in order to shorten the customer’s buying cycle
  7. Minimize price vs. value conflicts that can negatively influence sales margins
  8. Differentiate products and services in order to prevail in a commoditized market
  9. Eradicate sales objections and put-offs
  10. Encourage customers to be more receptive to new ideas and long‑term change by stretching their comfort zone

The Circles of Engagement

The Circles of Engagement is a learning tool that provides workshop participants with a guide that assists in developing an effective and strategic sales questioning game plan that is based on a individual organization and business scenarios and selling‑based circumstances.

The Sales Bridge Model

“Questions That Sell” follows our Sales Bridge: Discovery Module

The Sales Bridge Model allows us to develop a truly customized training solution for any organization through listening to a sales leader’s concerns, diagnosing strengths, and discovering weaknesses. It divides the sales process into six steps creating a “roadmap” to precisely navigate and address an organization’s sales and management challenges.

Delivery Options

  • On-Site: Instructor-led live presentations conducted in-person and on‑site (or at a specified location.)
  • Web Seminar: Instructor‑led live Internet meeting provided in a fast‑paced highly‑charged format.

Training Length

  • Keynote: A smart choice for a special meeting or important conference.
  • 1 to 4 Hour: Highly‑interactive and insightful sessions that get sales teams motivated to engage customers more effectively.
  • 1 to 1 ½ Day: Sessions that dig deeper into the content with skill‑building exercises to reinforce new behaviors.

This program is inspired by the top‑rated book by Paul Cherry

The workshop’s curriculum corresponds to concepts introduced in Questions That Sell, the 2nd edition, bestselling book published by the American Management Association (AMACOM).

satisfaction guaranteed

Performance Guarantee

Performance Based Results guarantees your satisfaction. If overall participant feedback is less than satisfactory, we’ll give you your money back, guaranteed. We dare anyone else to offer a similar guarantee. Your sales team will walk away feeling energized and armed with actionable strategies that can be put into action immediately. With 84% of our clients seeing a 12-to-1 return on their investment, you’ll be glad you chose Performance Based Results for your sales training needs.