Asking Great Sales Questions
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Asking Great Sales Questions
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What you'll learn
Master strategic, trust-building questions that drive effective sales conversations.
Uncover client needs and motivations using open-ended and emotionally intelligent inquiries.
Apply questioning techniques to phone calls and meetings to increase engagement and conversions.
Details to know
See how employees at top companies are mastering in-demand skills
There are 5 modules in this course
This course features Coursera Coach!
A smarter way to learn with interactive, real-time conversations that help you test your knowledge, challenge assumptions, and deepen your understanding as you progress through the course. Mastering the art of sales questioning is one of the most powerful tools you can develop as a sales professional. This course provides actionable insights and practical techniques to help you ask the right questions that not only reveal client needs but also drive meaningful, trust-based relationships. You’ll gain tools to increase your influence, boost client engagement, and close more deals with confidence. Your learning journey begins by strengthening foundational questioning skills—understanding why they matter, how they shape client interactions, and how to use open-ended, probing, and psychologically informed questions to achieve better sales outcomes. From there, you’ll dive into more advanced strategies, such as using research to tailor your questions and exploring emotional motivators behind buying decisions. Each module builds on the previous one to deepen your strategic approach. You’ll then learn how to transform your sales conversations with active listening, targeted inquiries into pain points, and building long-term partnerships. The course wraps with applied communication techniques, including phone sales and structured meeting questions, plus access to a professional discussion forum for continued growth. This course is ideal for sales professionals, entrepreneurs, and client-facing teams looking to boost their conversation skills and results. No prior sales training is required, though familiarity with basic sales processes is helpful. The difficulty level is intermediate, balancing foundational knowledge with advanced applications. By the end of the course, you will be able to craft compelling sales questions, uncover client motivations, build trust-based relationships, and turn conversations into conversions.
In this module, we will build your foundational knowledge of sales questioning by focusing on key techniques and underlying psychology. You’ll learn how to ask impactful questions that initiate trust and dialogue. These fundamentals are essential for creating strong client connections from the first conversation.
What's included
6 videos
6 videos•Total 9 minutes
- Introduction: Why Sales Questions Matter•1 minute
- Effective Strategies for Generating Sales•1 minute
- The Art of Probing Questions for Better Sales Outcomes•1 minute
- The Psychology Behind Effective Sales Questioning•1 minute
- The Unique Value Proposition of This Course•3 minutes
- Enhancing Sales Effectiveness Through Open-Ended Inquiry•2 minutes
In this module, we will move beyond the basics and explore how to strategically enhance your sales questions using mindset, research, and emotional intelligence. You’ll learn to personalize your approach and foster deeper conversations. These strategies will help you build trust and drive meaningful outcomes.
What's included
5 videos1 assignment
5 videos•Total 16 minutes
- Optimizing Sales Questions With the Right Mindset•3 minutes
- Refining Sales Strategies With In-Depth Research•4 minutes
- Respectful Client Engagement Through Thoughtful Sales Questions•2 minutes
- Documenting Insights During Sales Conversations•2 minutes
- Exploring the Emotional Factors Influencing Client Decisions in Sales•5 minutes
1 assignment•Total 15 minutes
- Advanced Strategies for Sales Success - Assessment•15 minutes
In this module, we will explore how to elevate your sales conversations by combining strategic questioning with active listening. You’ll learn to identify pain points and ask questions that lead to powerful solutions. These techniques transform your interactions into impactful client engagements.
What's included
5 videos1 assignment
5 videos•Total 15 minutes
- The Importance of Active Listening Skills in Sales Conversations•4 minutes
- Addressing Specific Questions That Require Detailed Attention•2 minutes
- Transforming Sales Conversations By Addressing Client Pain Points•4 minutes
- Defining Your Industry for an Effective Sales Process•3 minutes
- Key Factors in Successful Client Partnerships•2 minutes
1 assignment•Total 15 minutes
- Transforming Sales Conversations - Assessment•15 minutes
In this module, we will focus on sharpening your communication style across various sales channels using high-impact questions and modern tools. You’ll learn to guide conversations in phone calls, meetings, and more. These techniques ensure consistent, confident engagement with every prospect.
What's included
5 videos1 assignment
5 videos•Total 21 minutes
- Enhancing Sales Communication Through the TJ Walker AI Clone•5 minutes
- Essential Insights for Successful Phone Sales Calls•2 minutes
- Asking the Right Questions That Drive Sales Success•7 minutes
- Optimizing Sales Meetings With Effective Summaries and Questions•3 minutes
- Understanding Prospect Expectations During Sales Discussions•4 minutes
1 assignment•Total 15 minutes
- Sales Communication and Engagement Techniques - Assessment•15 minutes
In this module, we will highlight the top sales questions that drive real-world results and lasting relationships. You’ll gain insights from peer discussions and explore the questions that spark deep engagement. This final section equips you with battle-tested techniques to sustain sales success.
What's included
3 videos3 assignments
3 videos•Total 10 minutes
- Key Questions That Drive Results in Sales Conversations•4 minutes
- Professional Sales Discussion Forum•5 minutes
- Top Sales Questions That Drive Passionate Engagement•2 minutes
3 assignments•Total 90 minutes
- Key Questions and Forums for Sales Success - Assessment•15 minutes
- Full Course Assessment•60 minutes
- Full Course Practice Assessment•15 minutes
Instructor
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Frequently asked questions
“Asking Great Sales Questions” is a focused course designed to enhance your ability to ask purposeful, strategic, and engaging questions in the sales process. It is relevant because effective questioning is at the heart of successful sales—it helps uncover client needs, build trust, and drive meaningful conversations that lead to stronger outcomes and long-term partnerships.
This course explores the art and psychology of asking powerful sales questions that lead to better client understanding and improved sales performance. It covers topics such as probing questions, open-ended inquiries, active listening, emotional intelligence, and effective communication techniques. By combining these skills, the course equips you to transform sales conversations into productive, client-centered dialogues.
After completing this one-hour course, you will be able to craft insightful questions that uncover client motivations, identify pain points, and guide discussions toward solutions that align with customer needs. You will also develop stronger active listening skills, learn how to document and apply insights from sales conversations, and gain the confidence to manage both in-person and phone sales interactions more effectively.
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