Open Search

Improving Sales Call Success: Are You Asking the Right Questions?

Course length: 
One day
Sales, Marketing & Management
Course description

Looking to improve your sales call success rate?  Of course, that’s the hope of every salesperson.  Perhaps the answer to this dilemma lies in how you make use of the time you have with the customer or prospect.  Successful salespeople use this precious time asking questions to identify any unmet needs or opportunities.  So, are you asking the right questions?

Based upon the popular SPIN® Selling model, this workshop will present an alternate methodology to the classic sales approach.   The SPIN method places greater emphasis on the questioning techniques salespeople use when identifying customer needs.  (SPIN is an acronym for certain types of question – Situation, Problem, Implication, and Need-Payoff.) When applied properly, research has clearly shown that these techniques improve sales call success.  Participants will learn these questioning techniques and the related research findings. Other topics covered include:

  • Setting realistic sales call objectives
  • Understanding the difference between implied and explicit needs – why it’s important?
  • Determining the customer’s value equation
  • Explaining features, advantages, and benefits – what does each mean?
  • Recognizing key buying signals
  • Preventing objections from customers
  • Obtaining commitment (closing the sale)

(Estimated duration: This program can be delivered as either a half-day or full-day workshop. The longer format incorporates additional materials and provides participants with the opportunity to share examples of past sales call experiences.)

Instructor(s) available to teach the course: 
Jerry Peerbolte, J. Peerbolte & Associates
Chapter/Region fee (+expenses): 
$2500 plus $15/student for handout
Member company fee (+expenses): 
$3500 plus $15/student for handout
Nonmember fee (+expenses): 
Not available to nonmembers
Maximum number of students: 
No maximum
(Additional fees may apply if travel time exceeds 5 hours. Contact EASA for details.)
Condensed course alternatives
Available as a condensed course: 
Condensed courses available: 

This course is available as a half-day class but does not include additional materials nor the opportunity for participants to share examples of past sales call experiences.