Questioning Skills

Asking intelligent questions is a fundamental sales skill. But it's amazing how many sales people are 'telling not selling' because they don't understand the basics of uncovering customer needs and introducing the appropriate features, advantages and benefits.

If you've ever conducted a forecasting session and been frustrated at the lack of progress in an account, you'll know exactly what we mean. Often this lack of progress comes down to not asking the right questions or selling the benefits effectively.

If you feel your team could do with some sharpening of their questioning skills, then its time for a boost.

Our programme is an interactive session covering:

  • Questioning Styles - When and why we use them.
  • Questioning Techniques - Factual, probing, uncovering decision making criteria.
  • Questions to avoid.
  • Features, Advantages and Benefits - what's the difference? How do we use them?
  • Unique Selling Points - the only thing you have to sell is the difference.
  • Distinguishing between wants and needs.
  • Moving up the sales ladder.

Your team should leave this session confident that they are able to discover needs through asking intelligent questions and then match features, advantages and benefits to those needs.

If you would like to discuss your requirements further please call Jon Howarth on 01604 883541.



For an informal discussion please call 01604 883541


Sales Boosters:
£695* for half-day
995* for full-day

(fees are per course not per person)

*training room to be provided by purchasing company ,excludes agreed travelling/accommodation expenses


Sales Wigwam is a member of The Wigwam Company 2004
Other services provided by the Wigwam Company include UK headhunter (People Wigwam) and exhibition training (manning the stand)