October 18, 2017

Superior Qualifying and Profiling

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The key to any sales process is in how the sales professional structures his/her questions.

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So, you’ve finally met the client face to face. What do you do now? Most inexperienced sales people immediately jump into their presentation without understanding what the client needs, how the client will perceive you or your product and, worse, if the client is actually qualified to purchase your product.

The key to any sales process is in how the sales professional structures his/her questions. Effectively asking questions is probably the most important skill in selling; yet, very few sales people use this very important skill.

Our “Superior Qualifying and Profiling” course will help sales professionals improve their questioning skills by providing various tools and methods that will help them structure their questions properly. Not only will this unique course improve their questioning skills; but, it will also help sales professionals profile their clients to understand each client’s unique personality. Turn ordinary sales people into superior sales professionals by having them enroll in this course now.

Superior Qualifying and Profiling Workshop Objectives

Participants of this program will learn to:

  • Discuss the importance of listening and asking questions in selling
  • Indicate the differences between open-ended and close-ended questions
  • Distinguish when to properly use open-ended and close-ended questions
  • Determine if a clients is worth pursuing by using WIP
  • Structure your open-ended questions using NEADS and RAIN
  • Use close-ended questions to gain commitment
  • Identify a client’s personality by using profiling questions
  • Communicate effectively with different personalities

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Objectives Modules Details
  • Discuss the importance of listening and asking questions in selling
  • Indicate the differences between open-ended and close-ended questions
1. The Essentials of Asking Questions
  1. Activity: Getting to Know You
  2. Discussion: The Importance of Asking Questions in Sales (and Life)
  3. Discussion: The Importance of Listening to Asking Questions
  4. Activity: Listening with Humility
  5. Concept: The Barriers to Proper Listening
  6. Activity: 20 Questions
  7. Concept: Open-Ended Questions
  8. Concept: Close-Ended Questions
  • Distinguish when to properly use open-ended and close-ended questions
  • Determine if a clients is worth pursuing by using WIP
  • Structure your open-ended questions using NEADS and RAIN
  • Use close-ended questions to gain commitment
2. Structuring Your Questions
  1. Role Play: Testing Your Use of Questions
  2. Reflection: How do you use questions in your sales process?
  3. Concept: Your Question Goals
  4. Concept: The WIP Model
  5. Activity: Two Truths and a Lie
  6. Discussion: Using Open-Ended Questions
  7. Concept: The NEADS Method
  8. Concept: The RAIN Method
  9. Role Play: Using Open-Ended Questions
  10. Activity: Limited Vocabulary
  11. Discussion: Using Close-Ended Questions
  12. Concept: Getting Commitment
  13. Role Play: Using Close-Ended Questions
  • Identify a client’s personality by using profiling questions
  • Communicate effectively with different personalities
3. Personality Profiling
  1. Concept: The Science Behind Personality Profiling
  2. Activity: Talking Questions
  3. Concept: Extraversion vs. Introversion
  4. Discussion: How can we tell if one is extraverted or introverted?
  5. Discussion: How do we communicate with extroverts and introverts?
  6. Activity: Abstract Art
  7. Concept: Intuitive vs. Sensor
  8. Discussion: How can we tell if one is intuitive or sensor?
  9. Discussion: How do we communicate with intuitives and sensors?
  10. j. Activity: Are You Really Wearing That?
  11. Concept: Thinking vs. Feeling
  12. Discussion: How can we tell if one is thinking or feeling?
  13. Discussion: How do we communicate with thinkers and feelers?
  14. Activity: Split Directions
  15. Concept: Judging vs. Perceiving
  16. Discussion: How can we tell if one is judging or perceiving?
  17. Discussion: How do we communicate with judges and perceivers?
  18. Role Play: Profiling the Other

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