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Improving Sales Call Success: Are You Asking the Right Questions?

Course length: One day
Available as a condensed course: Yes (see description)
Maximum number of students: No maximum
Instructor: Jerry Peerbolte, J. Peerbolte & Associates

Course description

Looking to improve your sales call success rate?  Of course, that’s the hope of every salesperson.  Perhaps the answer to this dilemma lies in how you make use of the time you have with the customer or prospect.  Successful salespeople use this precious time asking questions to identify any unmet needs or opportunities.  So, are you asking the right questions?

Based upon the popular SPIN® Selling model, this workshop will present an alternate methodology to the classic sales approach.   The SPIN method places greater emphasis on the questioning techniques salespeople use when identifying customer needs.  (SPIN is an acronym for certain types of question – Situation, Problem, Implication, and Need-Payoff.) When applied properly, research has clearly shown that these techniques improve sales call success.  Participants will learn these questioning techniques and the related research findings. Other topics covered include:

  • Setting realistic sales call objectives
  • Understanding the difference between implied and explicit needs – why it’s important?
  • Determining the customer’s value equation
  • Explaining features, advantages, and benefits – what does each mean?
  • Recognizing key buying signals
  • Preventing objections from customers
  • Obtaining commitment (closing the sale)

(This program can be delivered as either a half-day or full-day workshop. The longer format incorporates additional materials and provides participants with the opportunity to share examples of past sales call experiences.)


  • Chapter/Region fee (+expenses): $1250 plus $15/student for handout
  • Member company fee (+expenses): $1750 plus $15/student for handout
  • Nonmember fee (+expenses): Not available to nonmembers
  • (Additional fees may apply if travel time exceeds 5 hours. Contact EASA for details.)

Condensed course available

This course is available as a half-day class but does not include additional materials nor the opportunity for participants to share examples of past sales call experiences.

Schedule a private seminar

To schedule a private seminar for your group, contact:

Dale Shuter, CMP
Meetings & Expositions Manager
+1 314 993 2220, Ext. 3335

Hosting requirements

In addition to the seminar fees, the seminar sponsor will be responsible for:

  • All seminar promotion involved
  • Breaks (if provided)
  • Meeting room (approx. 1,000 square feet)
  • Instructor's travel and living expenses
  • Audio/visual equipment
  • Shipping costs of materials
  • Meals (if provided)