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Course description

Most people think a sales effort is won during the closing part of a sales call.  Not true!  The business is won or lost during the questioning phase of your calls.  During this course you will learn why, and how to take your personal skills to a new level.  Want to improve your close rates?  Need to reduce your sales cycle?  Frustrated by spending significant time with a client, and at the end of the conversation realize that you haven’t learned very much?  Maybe you are finding it difficult to get a 2nd appointment with the same person. Or would you like to increase your standing as a trusted advisor, versus being just another vendor?  If you can relate to these symptoms, then this course, Questioning for Needs, is for you.

When you complete Questioning for Needs, you will have a new appreciation for how to most effectively conduct an effective sales conversation, and more importantly, you will have a proven process, as part of your skill set, that will take your results to a new level.


Classroom training

Questioning for Needs is part of the Consultative Selling Course that features all six steps of the planned customer discussion.  This three-day course can be taught with cross-industry examples, group practice and twelve hours of evaluated role-plays.  To discuss an in-class Consultative Selling Class for your team or company, please call GDA at 800-966-4321.


On-Line Course

1004 Questioning for Needs is an online course that is part of the Consultative Selling curriculum.  The on-line course features interactive skills training, practice, and certified testing along with downloadable worksheets, which are ideal for creating meaningful summary notes.  This course can be completed in two to three hours, and it can be stopped and resumed at the student’s option.  Click here to register for 1004 Questioning for Needs.

If you want to discuss having a customized on-line course for your company, call GDA at 800-966-4321.


Blended Learning

After completing the online course, 1004 Questioning for Needs, the student is eligible to attend a live webinar hosted by a GDA certified instructor along with other students who have completed the course.  The instructor will conduct live practice sessions using the students’ situations during this 90 minute webinar.  All students will benefit from their own practice and feedback, as well as from listening to the practice and feedback of up to twenty fellow students.

Click here if you’d like more information about a 1004 Questioning for Needs Blended Learning Webinar.


questioning-for-needs30 Day Immersion Program

In just one month, a sales person, customer support person, or an entire company can learn how to discover and help define customer needs to value the strengths of your products and solutions.  Through a deliberately-planned immersion of skills, examples, personal application, coaching, and peer support, the GDA 30 Day Immersion will enhance and change behavior to best practices forever.

Key features of the GDA 30-Day Immersion include:

• Four Questioning for Needs skills webinars hosted by senior GDA sales consultants, each with over 30 years of sales and customer service management experience.

• Downloadable guides for the individual and for the manager for applying Questioning for Needs skills to the student’s environment.

• Live chat room on Questioning for Needs topics with peer comments from around the world.

• An invitation to take the complete on-line course on Questioning for Needs with built-in interactions, quizzes, testing, down-loadable notes tools, and certification.

• Tweets, Linked-in comments on Questioning for Needs successes and issues

• Questioning for Needs Success Stories from sales and customer service people from around the world.


CLICK HERE to enroll in the 30-Day Immersion in Customer Relationships

If you want to discuss a customized 30-Day Immersion Course or Curriculum for your company,
call GDA at 800-966-4321.


iPhone App

One of the best ways to have access to the techniques featured in GDA’s course on Establishing Rapport is by downloading the app onto your iPhone.  The app features audio review from the course content, complete with examples of what Establishing Rapport discussions sound like when done well.  The audio only feature is designed so that the student can listen on the run, during exercising or while traveling.  Then, when the techniques are fresh in their minds, students can RECORD their own examples right into the app for review up to the minute before beginning an important customer conversation.

CLICK HERE to download the Questioning for Needs app from the app store.


Customer Comments

I learned better habits, more streamlined work practices, and valuable tips for effectiveness.

  • • Sales Rep, FindLaw

Questioning for Needs is the best part – it provided a roadmap for a successful call.

  • • Sales Rep, Honda Financial Services

This is the most important factor to me so I was looking forward to it.  Wish I had this before a recent client meeting when we crashed & burned.

  • • Sales Rep, Maritz UK

The Questioning for Needs process forces me to slow down and make sure I evaluate and listen to the customer’s needs.

  • • Sales Rep, Safway

This structure gives me the ability to ask better questions.

  • • Reseller Rep, Microsoft