Selling Essentials: What to Ask and How to Listen (E-Learning Version)
RTL E-Learning Version Title

Selling Essentials: What to Ask and How to Listen (E-Learning Version)

Selling Essentials: What to Ask and How to Listen
This title delivers a self-study e-learning program for skill development suitable for stand-alone training or for incorporation into a SCORM-compliant LMS. It's part of the Reproducible Training Library, a full suite of high-quality, research-based soft-skills courseware you can download, customize, and reproduce.

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Item ID:2720E1SEWA
Selling Essentials: What to Ask and How to Listen
E-Learning Version

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, What to Ask and How to Listen 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.

Learning Outcomes:
  • Discover the questions that uncover customer needs
  • Identify customer needs and challenges
  • Learn how to use active listening to better understand customers
  • Develop strategies for business discussions that get results
Program Contents:
  • Getting a Perspective on Listening
  • Questioning Skills
  • Listening Skills
  • What to Ask in the Business Discussion
Classroom Version
  • 4 hours / Half Day
  • Includes Instructor Guide, Participant Guide, PowerPoint presentation, Course Overview, Learning Summary, and Course Evaluation
  • Also Included: Self-Assessment, Group Activities, Tips for Better Listening, and Action Plan
E-Learning Version
  • Approx. 55 minutes
  • Includes PowerPoint presentation
  • Also Included: Quizzes and Case Study

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