Course Overview

• Importance of effective sales probing skill to uncover customer needs which are feelings oriented
• Ways of asking the right questions at the right time, to encourage the customer to start talking, then further elaboration, followed by ‘sell to themselves’ statements
• Focus on ASK critical areas: Attitude Skill Knowledge
• The course is designed and delivered for maximum learning in a comprehensive,  interactive and fun way
• It comprises informative knowledge transfer via various training modes, exercises, group activities and simulation

Learning Objective (At the end of the workshop, participants will be able to..)

• Able to apply the 4 Emotional Sales Probing techniques which are Discovery Questions, Problem Questions, Benefit Questions and Impact Questions at every stage of a sales call
• Outline the key factors in identifying needs and probing to reach customers at a feelings level
• Identifying individual’s probing style to further enhance and improve accordingly

Benefits to Participants

• Become a versatile sales person that leads to increased sales, commitment and support from the  external customers, internal business partners and senior leadership team;
• Become a trusted advocate and gain customers’ loyalty that results in long term business relationships

Targeted Audience

• This program is specially customized for pharma industry