Making the Sales Call: Discovery Calls – Advanced Questioning Techniques

Obtaining information you need from prospects is the topic of this elearning course, Discovery Calls – Advanced Questioning Techniques. In this course we will discuss using the inverted triangle method to uncover the information you need about your prospects in order to make the sale. We review advanced questioning techniques beginning with general introductory questions to build a rapport, followed by open-ended questions to gain a general understanding of the prospect’s needs. We then look at second-level questions around details, and third-level questions to narrow down the prospects’ needs. We’ll provide examples and tips on how best to frame your questions along the way.

Part of the series Making the Sales Call, this course includes a video lesson, downloadable student materials and a short online quiz to check your comprehension of the course.