Consultative Questioning
Duration: 1 day
Consultative questioning has many valuable benefits in its approach, results and ongoing business development. Being consultative in your questioning can assist in finding the most attractive, functional and tailored solution for your client
Aim
To explore and become competent in the art of consultative questioning identifying when to, why to and how to ask specific questions leading to a focussed outcome.
Objectives
By the end of the programme delegates will be able to:
- Explain the 5 step model for effective consulting
- Describe the difference between open-closed and probing questions
- Demonstrate questioning techniques
- Explain and demonstrate effective listening.
Programme Outline
- Your perception of consultative questioning/selling:
- What does it look like?
- What qualities are needed?
- Preparation.
- Exploring questioning
- Why question?
- When to question?
- What outcomes are you looking for?
- What we say and how we say it
- Questioning techniques
- Open
- Close
- Probing
- Features, advantages, benefits.
- Most valuable questions for consultants.
- Listening skills.
- 5 step model to highly effective consultancy.
- Discovery- know the person, department and needs.
- Consolidating - expand on positive, get client to identify the real added value given to business.
- Convincing - matching product to clients additional needs.
- Objectives (perceived) - handling, facing, understanding, accepting avoiding.
- Conclusion - taking action, getting a commitment
- Networking through questions - referrals
- Action plans
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