For better selling in Contract Training, it is critical to focus on your prospect’s needs. It’s not good to begin a sales call with information about you and your institution.

A good strategy to use to find out more about your potential client is to ask questions.  Clients call you because they have a need – or they see an opportunity – and they think maybe you could help. Here are 40 great sales questions you can use.

1. Tell me about your company.
2. What type of training do you offer?
3. Is there something you would like to provide that you haven’t been able to?
4. What are the barriers/past problems?
5. What are your three biggest challenges?
6. What is your time frame?
7. What do you want to accomplish with this training?
8. If you don’t do this training, what will happen?
9. How is your business doing?
10. How can we/I help you be successful?
11. What do you know about our services?
12. Where do you want to be in one year?
13. What three headaches keep you awake at night?
14. Describe what success looks like.
15. How does that differ from what’s happening?
16. What is your top competition doing that you would like to emulate (or not emulate)?
17. What would your employees like their co-workers to do differently? What would help them?
18. What do you value most in this organization?
19. Can you give me examples of the trainings that haven’t worked in the past?
20. What goals or achievements are you trying to achieve through this training?
21. Where are your current company challenges?
22. Can you give examples of value that you found in what was taught?
23. Do you think training will impact your goals?
24. How would you like this training to impact your goals?
25. What does training success look like for your company?
26. What are your best/worst experiences in training?
27. What are your needs?
28. What training have you experienced in the past?
29. What is your succession planning?
30. What are your goals/new initiatives?
31. Are your employees requesting training?
32. Do you have a tuition reimbursement program?
33. What is the worst that can happen?
34. If money were no object, what kind of training would you offer?
35. What’s your first step?
36. What kind of training are your competitors offering?
37. What’s your training budget?
38. Are you anticipating a reduction in your training budget?
39. What are your training timelines?
40. What else can I do for you?