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Virtual Instructor-Led Training

Selling Essentials:
What to Ask and
How to Listen

Maximizing business discussions

Course Time

1-4p ET

Length

3 hours

Class Size

20 seats

Format

Virtual ILT

Interaction

High

Audience

Sales Reps

They've mastered prospecting, scoped out hot leads, and succeeded in getting their foot in the door. So far, your salespeople are off to a great start. But at this moment, they’re sitting face-to-face with their next (hopefully) new customer, and after an engaging opening, they stop and think, "hmm? now what?'"

It's time to shift the focus to the customer—so before your salespeople have the chance to jeopardize their next big deal, make sure they know how to keep the customer engaged, uncover their needs, learn their decision-making strategies, and know what not to say. Teach them what to ask and how to listen.

As a module of the Selling Essentials Training Series, this class shows salespeople how to ask the right questions, avoid communication shut downs, maximize business discussions, and learn valuable active listening skills that will move the customer relationship forward.

Key Topics:

  • The framework of the initial sales call and how listening fits into it
  • The importance of questioning in uncovering and clarifying customer needs
  • The types of needs that customers may need to increase or decrease
  • How and when to use closed, open-ended, and thought-provoking questions to reveal customers’ needs
  • How the amount of words we can speak relative to the amount of words we can process effects our ability to listen

Participants Will Learn:

  • Identify types of questions to uncover customers’ needs.
  • Identify typical needs and challenges that customers have.
  • Describe challenges we have with listening.
  • Demonstrate how to use active listening techniques.
  • Identify and implement strategies for listening and questioning clients about their business needs.

Requirements:

  • Basic desktop, laptop or tablet
  • Microphone and speakers or headset with microphone
  • Webcam (optional)
Class Is Full

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You’ll love HRDQ Consulting Virtual Instructor-Led Classes!

Our virtual instructor-led training classes are live, interactive classroom learning delivered directly to learners – wherever they are located. The benefits of HRDQ Consulting virtual classes include:

  • High-retention learning. Our experiential design offers more sharing, feedback and personalized support.
     
  • Low facilitator to student ratio. Our class sizes is capped at 20 learners.
     
  • Real-time interaction. Our classes engage learners with real-time interaction with the instructor and other learners.
     
  • No travel required. Our virtual classes are available wherever your learners work – office, home, or on the road.

Need help with classes selection or learner scheduling? Interested in a private virtual or onsite event?

We are a partner to your training team. Let us help you enroll and prepare your learners for our virtual classes. Contact us with any questions or to reserve seats for your learners today. And, ask us about bringing this class to your organization as a private virtual or onsite event.

Call 610-279-2002

Typically M-F from 9-5p ET.
Best if you want a more detailed discussion.

Send Email

Anytime.
Best after hours or you rather type than talk.

Chat Online

Typically M-F from 9-5p ET.
Best for a quick answer or you want to multi-task.

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