Speed Selling Series: Module 4 Discovery

Speed Selling Series: Module 4 Discovery - 1 Day

Program Objective

The two fundamental pillars that support an effective communication platform are Questioning and Listening. Once we move our conversation with the customer from a personal to we need to find out what their business challenges and needs are. Without such information, we may not be able to present our solutions effectively, making all of our efforts difficult and our time wasteful. There are various questioning techniques we can exactly which technique is best applied and for what finer purpose? Furthermore, if we asked powerful we do not listen actively, we would not be able to maximize our impact from those questions. When we combine these two pillars, we can discover the customer’s true challenges and needs, and tailor our subsequent selling conversations to address and meet those needs effectively.

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to achieve the greatest satisfaction at every given opportunity when discovering the needs of your customers every time.


Speed Selling 4: Discovery focuses on the following areas:

  • Active listening
  • Discovery
  • Executive presence
  • Influence in selling
  • Structured selling process


Learning Outcome

After completing the training, you should be able to:

  • Build deeper rapport
  • Identify needs
  • Prioritize actions
  • Sharpen your listening skills
  • Widen your questioning abilities


Course Outline

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview

  • Context
  • The 7/38/55 Rule
  • Choice of words
  • Applying appropriate tonality
  • Effective body language techniques


Module 2: Questioning

  • The 5 types of questions
  • Relationship between questions and results
  • The Sales Funnel
  • The 3 techniques


Module 3: Listening

  • The 4 levels of listening
  • Good Bad
  • The 5 active listening techniques
  • The art of being curious
  • Interjection methods


Module 4: Coaching Wisdom

  • Summarizing and confirming
  • Role Session 1
  • Feedback
  • Role Session 2
  • Feedback