Product Description

High Yield Questioning is the third training programme of six in the 'Sales Skills Series'. High performing sales people ask High Yield Questions. This is a critical skill for major and key account managers but it is skill that will improve the performance, relationships and confidence of all sales people. High Yield Questions shows participants how to use four phases of questioning to: 1. Develop a deep understanding of a customers business. 2. Uncover customer anxieties. 3. Identify and confirm customer needs. 4. Win more business. Packed with team and personal exercises, participants role play these skills ready to use them in their own personal roles. In High Yield Questioning simulation, participants have a great opportunity to win a major contract with an existing customer. However, this is a competitive position and the proposal will have to be right! In a meeting with the decision makers, participants have to decide on which areas they will ask questions; then establish the facts, anxieties and potential impact, in several situations, to identify: 1. Customers needs. 2. Key buying factors for each decision maker. The simulation measures participants results and questioning skills, combined with detailed feedback on each decision. Get the right information and they are on the way to a major contract!

Product Details

• Rating: Universal, suitable for all
• Format: CD

Features

• This programme features one of TLSAs unique pc-based business simulations - the most powerful and effective training medium on the market today. If you need to develop your people, need professional material and a highly engaging and cost effective approach, then you need our Sales Training Bite Size Coaching Packs. This exciting and experiential approach means:
• You will: Have unlimited usage; Have no licence fees to pay; Have complete flexibility; Test the learning; Measure progress; Improve retention; Create a stimulating learning environment; Actively engage all your people with this breakthrough learning method; Have highly effective material at competitive prices; See a difference in performance back in the workplace.
• Your people will: Have longer retention; Implement new skills on return to their jobs; Improve self-confidence, knowledge, skills and behaviours; Develop critical thinking, problem solving and decision making skills; Practise and embed key skills in a safe environment; Enjoy the challenges they face; Learn from their active involvement in the experience; receive comprehensive feedback through the simulation; Reflect on their good and bad decisions and see the impact; Gain new knowledge from their peers and you in a highly compelling, competitive environment.
• What you get: The High Yield Questioning Bite-Size Coaching Pack comes complete with participant notes, PowerPoint slides, coaching guide and notebook, pc-based business simulation on disc and PDF files of all materials for future production.
• If you are challenged with developing the leadership, sales management or sales skills of your people, then our range of practical, highly flexible, interactive training resources provides the ideal solution for you.