Module 6-Effective Probing

Course Description: In the previous training, Module 5, The First 20 Seconds of Your Presentation, this was extremely vital for you to conduct an effective presentation. In this training, you will learn the art of asking the right questions at the right time. You will know how to ask open-ended questions to help your prospect open up and share with you on a deeper level as opposed to asking close-ended questions that get you only a yes or a no response. When selling understand that it is not just promoting a product or a service, it is also selling an appointment or offering up to send your prospect more information. Therefore, asking the right questions will help you have an effective selling step

Some of the most common and uncommon objections you will face are:

 You will learn what questions lead you into your selling step
 What at the Who -What -Where –Why-When -How -Explain -Describe and Share type of questions you should ask.
 Gain more positive and honest responses from your prospects
 Improve your chances of getting further into your presentation with the right questions
 What questions are best to qualify your prospect so you’re not wasting time
Learn how to establish what your prospects’ wants and needs are
 Find what will push your prospect’s “hot buttons”
 Learn how to create the need for what you’re offering that enables you to move forward into the remainder of your presentation
 Should you fail to create your prospect’s needs you will learn how to create a “deeper need” moving you forward in your presentation
 When you have made every attempt to ask the right questions, but unsuccessful, know how to close off properly to leave your prospect a positive impression about you and keep the door open for future opportunities