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Effective Questioning Techniques - ISM endorsed

Ask effective questions, identify opportunities and close more sales. This is essential online learning for anyone involved in communicating, influencing and selling.

This ISM endorsed online course features:

  • A learning experience that will take you through a series of 6 interactive learning modules featuring interactive learning, challenges, quizzes and a personal record of your work
  • A business simulation that provides you with a wonderful opportunity to test the learning and decide how you will apply it in your personal role. In a virtual environment you will take on the role of a sales person and be provided with business information, customer inputs and support from your line manager, then challenged to make decisions that will test your learning. Once you have completed the simulation you will receive feedback on each decision and a personal score card that covers each of the core learning areas.

After this course, you will know the most effective questions to ask, and how to ask them. You’ll also have the active listening skills to build strong customer relationships and close more sales.

You will learn how to:

Build rapport with your customers.

Manage and control conversations.

Establish key customer information.

Qualify that you have understood the customer.

Ask for the business.

See below for further information.


Sold By: TLSA International Ltd


Course Overview

This online course is perfect for anyone who wants to develop, or refresh, the core skills of B2B selling.

Who is this course for?

This course is for anyone who wants to close more sales and develop a deeper understanding of their customers.

People who benefit from this course include business owners, account managers, salespeople and customer service professionals.

What will you gain from this course?

The biggest personal benefit is simple: more business. Using effective questioning and active listening you’ll also have the skills to:

  • Plan your questioning strategy
  • Position yourself as a person with a genuine interest in your customer’s business
  • Develop in-depth conversations to discover and agree your customer’s needs
  • Identify the key points your sales proposition has to address
  • Unearth the real reasons behind customer objections

If you find it hard to manage objections, are not really sure you understand what your customers want, and closing can prove difficult, then Effective Questioning Techniques is for you!

What will your organisation gain from this course?

  • Increased sales revenue from new and existing customers
  • Improved customer relationships
  • More sales opportunities
  • Skilled and motivated people who will value the investment in them
Course Details
  • 6 interactive modules including the Effective Questioning Techniques sales simulation
  • Certificate endorsed by the ISM
  • A personal record, a summary of content and details of your input and answers to tasks and quizzes. These provide a great coaching aid once you have completed the course.
  • Flexibility – you can pause and resume at times to suit you
Course Structure

Module 1 – Course Introduction

Find out what this course is all about.

Module 2 – The Need to Ask Questions

Why do we ask questions in the sales process?

Module 3 – Planning A Questioning Approach

Which are the areas where we should seek information?

Module 4 – Asking Questions

Using different types of question and how to ask them

Module 5 – Active Listening

How to improve your listening skills

Module 6 – Sales Simulation: Effective Questioning Techniques

Test your skills in a challenging sales simulation.


Once you have completed the course you will have the chance to practise your new skills in with the Effective Questioning Techniques sales simulation.

In this virtual environment, you will play a sales person working for a company that provides consultancy services, hardware and software to customers.

Working with one of your customers, you will have the opportunity to plan your questioning strategy, ask effective questions and actively listen to understand the needs and issues you must address to close this business opportunity.

In the simulation, your task is to ask questions and listen. You will face several situations in which you will test your learning by making decisions based on effective questions and active listening. As in reality, once made, your decisions cannot be changed.

You will see your progress as the story unfolds. When you have finished the simulation, a scorecard will provide you with:

  • Your personal results in key skill areas
  • Specific feedback on each decision you make. This feedback will help you plan how to implement newly learned questioning and listening techniques in your personal role

The simulation is a unique experience that ensures you will be ready to use your new skills with your own prospects and customers.

Career Path

Discover how you can use four types of question to understand your customers’ needs and create solutions customers want to buy. Then add active listening and you will develop a skill that builds long term, trust based relationships. Effective questioning and active listening are skills you need to build a successful career in an account management or sales management role.


You can play B2B Appointment Setting using Google Chrome on a Windows platform or Safari if you are using an Apple Mac, tablet or mobile.

Payment Options and Discounts

For purchases of 1 to 9 user enrolments select the number of users you require and add the product to your shopping cart by selecting Add to Cart. You will then be able to make payment using most credit and debit cards or a Paypal account.

For a licence for 10 or more user enrolments, discounts, or if you would like to pay by BACs transfer or by invoice, please contact a customer advisor on 0844 854 9218 or email [email protected].

Purchasing Options for your Organisation

We offer a variety of purchasing options giving you total flexibility in how you purchase online training for your organisation. Let us know your requirements and we’ll advise you on the most cost efficient method of purchasing:

  • User Licence – a licence for a specified user on specified course/s. The user licence consists of a number of enrolments for a user to use on specified courses.
  • Course Licence – a licence for specified course/s for any learner. The course licence consists of a number of enrolments to use on specified course/s for any learner;
  • Bundle Licence – a licence for a specified bundle of courses. The bundle licence consists of a number of enrolments to use on any course for any learner in the bundle;
  • Subscription Licence – a licence for a maximum number of users to access any course in a specified bundle;
  • Site Licence – a licence to install one course, or one or more bundles of courses on your own learning management system. The site licence consists of a number of enrolments to use on any course for any learner in the bundle;

For more information on purchasing options and discounts please phone a customer advisor on 0844 854 9218.


Additional information

Access Duration: 12 months

Accreditation/Endorsements: Institute of Sales Management (ISM)

Audio: Institute of Sales Management (ISM)

Available for immediate enrolment: Yes

Completion Criteria: Visit All Pages

Course Publisher: TLSA International

Language: English

Level: English

Suitable Devices: PC, Tablet & Phone

Video: PC, Tablet & Phone


There are no FAQs for this course.


£19.99 excluding VAT

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