Post Demo Questioning
Duration10'
No. of mini-lessons4
ResourcesInfographic
Duration 10'
No. of mini-lessons 4
Resources Infographic
Course overview
After a prospective client has experienced a product demonstration, the most important conversation in the buying journey begins. Here, the types of questions sales teams ask and how they ask them are critical for resolving prospects’ concerns. Their approach to post-demo questioning is the difference between losing a prospect and winning a new client.
Building rapport encourages prospects to express their needs and concerns, and adopting a problem-solving approach helps sales teams address those concerns. By asking highly targeted questions, sales professionals can help prospects understand how the product aligns with their goals and the impact it could have. Even better, prospects will think they’ve come to this realization by themselves… and what could be more persuasive than that?
What's covered
Refining techniques for asking targeted follow-up questions post-demo to address client concerns
Identifying key client priorities and objections through effective questioning strategies
Using client responses to strategically advance sales conversations
Why your teams need this course
Post-demo questioning can be the most powerful tool in converting prospects into clients. Even experienced sales representatives and executives who've had hundreds of post-demo conversations can enhance their approach. This course will help sales teams skillfully extract and address client concerns, priorities, and blockers while learning to use prospects' responses to guide questioning strategies.