Duration: 2 Days
Maximum Group Size: 9-12
Download course PDF
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DISCOVERY
The Art of
Questioning
Description:
This highly experiential (‘learn by
doing’) session provides participants with the opportunity to focus on
the investigative skills and behaviour used by successful business
people around the world by working in groups and as individuals on
specifically developed cases studies.
Outcomes:
-
Use a non-rigid,
tried and tested questioning model used by highly persuasive business
people around the world to uncover, recognise and develop the needs of
clients and prospects
-
Plan meetings
better
-
Understand what
are effective (versus ineffective) questions
-
Better recognise
and uncover prospect priorities and needs
-
Understand the
customer buying cycle, what to do and common mistakes at each stage
-
Have more
confidence especially with senior and ‘challenging’ clients
-
Understand others
better through active and empathic listening
-
Build credibility
and rapport with senior people
-
Create more
urgency through questioning
Key areas
covered:
-
Stages to
client-centred interviewing
-
Pre-interview
analysis
-
Planning the
meeting
-
5 levels of
listening
-
‘Chunking'
information
-
The SOCIT
questioning model
-
Objective setting
-
Ethical persuasion
and compliance principles
Method:
Instructor led,
course discussion, video, case study team planning and individual
feedback
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