Procuring Knowledge through Effective Questioning

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Learn to ask effective questions to discover what is important to your prospects, and then help them get more of what they want.

“When it comes to sales success, questions are the answer.” — Anonymous

Several years ago, one of my sales associates shared a secret with me. He told me that the reason he was such a good sales professional was the fact that he had been born with the “gift of gab.” This couldn’t be further from the truth. Telling isn’t selling. Rather, the way to successful sales is through the art of questioning, finding out what is important to the customer, and then helping him achieve it.

“Judge a man by his questions rather than by his answers.” ― Voltaire

It is often said that there are no bad questions, but for sales professionals, the truth is that many of your questions can lead to wasted time. Depending on your phrasing, timing and demeanor, you might end up with wrong information, information you don’t care about or —in the worst case scenario — no information at all.

Imagine being a professional painter when a person comes to your door selling painting and lawn services. The person might ask about the size of your home and the siding material you used, all the while missing the fact that you could use some landscaping help because all your daylight hours are spent painting for other people. You would probably be irritated and send the seller away.
Many sales professionals are prone to asking questions that waste time, lead to dead ends, or irritate the person they are speaking to. Every poor question is a missed opportunity, but a well-crafted question can lead to powerful sales opportunities. If you question thoughtfully and listen to the answers closely, you can find out what your customers need and want, what their pain points and business attitudes are, what solutions have been considered and rejected, and how your business can overcome doubts and reluctance to close the deal. This seminar will help you and your sales team master this basic sales technique and understand how to ask questions that convert into sales.

The principles and topics we’ll cover include:

  • Understanding the Sales Process
  • The Six-Step Sales Process
  • The Power of Questioning
  • Types of Questions
  • When and How to Question
  • Discover, Uncover, Remove Objections
  • Eliminating Objections
  • Questions are the Answer
  • Diagnostic Evaluation
  • Dealing with Objections

“The uncreative mind can spot wrong answers, but it takes a very creative mind to spot wrong questions.” – Antony Jay

During this session, you will find out how to ask the right questions at the right time to the right people. Learn this sales closing technique for yourself by contacting Business Minds Research & Development in Salt Lake City today. This leadership training seminar can be scheduled on its own or as part of our entire series.