Virtual Education – Generating Sales Interest with Powerful Questions

To spark a buyer’s interest, a seller must clearly identify needs and offer solutions that solve or create opportunities. This is best achieved with a multi-step questioning mode that uncovers buyer interests, identifies their perspectives, and creates tailored capability statements for each buyer.

Gathering information is arguably the most crucial phase of any sales process. The insights you gain during this stage determine the solutions you propose, how you present them, and the unique value they bring to the customer. This positions you as a trusted advisor rather than just another product vendor.

The Dale Carnegie® Sales Process emphasizes the importance of understanding the need before discussing a solution. This phase is your opportunity to question, listen, and provide valuable advice, laying the foundation for a long-lasting, trust-based partnership.

By completing this module, participants will learn to:

• Employ techniques to uncover buyer perspectives and interests.
• Ask powerful questions to uncover vital information from buyers.
• Generate interest by offering solutions that deliver value.
• Establish themselves as trusted advisors.

 Competencies Addressed

Primary Competency Categories:

• Customer Experience: Fosters a positive customer environment, building loyalty and long-term relationships.
• Customer Acquisition: Effectively identifies and converts prospects into loyal, long-term customers.

Related Competency Categories:

• Initiative: Takes proactive steps to make things happen, evaluates situations, and implements corrective actions.
• Results-Oriented: Demonstrates passion for achieving goals and solving problems.
• Interpersonal Skills: Consistently develops strong, lasting relationships both within and outside the organization.
• Communication: Practices active listening and supports it with relevant verbal and written communication.

 Program hosted by the MCA Affiliate Alliance.

Instructor Bio:

Tri Pham brings enthusiasm, fun, and impact to everything he does. After immigrating to the U.S. in 2005, he embraced the opportunities before him, quickly mastering English and later earning dual degrees in French and International Business. His passion for development is deeply rooted in his desire to help others succeed, believing that an enthusiastic attitude can empower people to become the best version of themselves.

Tri holds a Master’s Degree in Industrial Organizational Psychology from Southern Illinois University, with a focus on organizational development. His interest in leadership and professional growth led him to join Dale Carnegie of Missouri in 2020, where he now serves as a certified senior trainer. Tri leads development programs across various industries, including construction, healthcare, and wholesale distribution. He also finds fulfillment in mentoring and guiding aspiring trainers.

What drives Tri in his career is the profound impact he has on individuals and the connections he makes with people from diverse backgrounds. Outside of work, Tri enjoys spending time with his dog, Roscoe, playing pickleball, and is a big fan of Celine Dion.