Effective Probing Module 6
What is the need for this course?
All the steps in Module 5, The First 20 Seconds of Your Presentation are vital for effective prospecting because they allow you to reach the point where you can begin to uncover your prospect’s wants and needs. Effective Probing is where you will qualify your prospect, establish their wants and create the need for your offering. You will learn how to ask open ended questions that allow the prospect to open up and share with you more than a yes or no response. There is an “art of asking questions”. In this module you will learn to ask the right questions that lead you into your selling step. Selling is not just wen selling products or services it is also selling an appointment or a right to offer more information. Without the right questions and gaining “ideal” responses you will lesson your chance of getting further into your presentation.
Who should take this course?
Anyone that uses the telephone as a marketing tool. If you are selling, generating leads or appointment setting this course is for you.However, this is an excellent training for anyone who wants to improve their communication skills.
What makes your course unique?
Its 40 years of hands on experience of the do's and don'ts of cold calling. The techniques used are proven and extremely non-threatening to the user and the prospect.
Course Package :
- 1 Powerpoint presentation
- 1 Online test
Who would be target audience for the course?
Call Center Agents, Inside Sales Agents, Sales People, anyone who wants to improve their communication skills.
Does this course prepare learners for some examinations / certifications?
At the end of the 17 modules the learner will receive a certification of completion from Kathy Sisk Enterprises, Inc.
What topics would you cover in this course?
You will learn the Who What Where Why When How Explain Describe and Share that are effective when asking the right questions. Open-ended questions help you to gain more positive responses. Once you understand the benefits of open-ended questions, you will learn questions that qualify your prospect so you are not wasting time with prospects that do not meet your specifications. Once your prospect has been through the qualifying process you need to establish what there wants and needs are. You will learn to draw out from your prospects what they want, what they need and what will push their “hot button”. Finally, the last of your probing questions will be how to create the need for your offering. Creating a need is essential if you are to move forward with your selling step. If you have not been able to create the need you will not be able to sell anything. However, if you fail to create the need, you will learn how to create a “deeper need” by asking further questions that bring out their “hidden needs” enabling you to move forward in your presentation. When you have made every attempt to ask the right questions and you were not successful in establishing a want or creating a need, you will learn to close properly that leaves a positive impression about you to your prospect and keep the door open for future contact.
Are there any prerequisites for taking this course?
It is beneficial to go through Module 5 first, but it’s not required.
Would there be a book / study material recommended as part of the course?
Everything is on the PowerPoint for the learner that includes audio teaching.
What would be the outcomes of the course, once a learner completes it?
To gain more awareness of open ended questions, how to use them in a cold calling or prospecting sales environment. The course gives the learner greater control of their presentation and a more positive outcome.
Language of instruction: English