This training is based on 8-year experience in the field work with hundreds of Croatian sales professionals and on monitoring over 5000 sales conversation in b2b sales businesses. As such, it is fully tailored according to the sales and business reality. The best, verified knowledge from the sales practice of successful b2b sales professionals has been compiled in one place.

1. Function and importance of asking sales questions during a sales conversation: In the introductory part of the training, participants will learn about the function, importance and logic of asking adequate sales questions during a conversation with clients and become aware of this tool as the key tool for reaching sales goals.

2. Unintended or intended questions: The major omission of sales professionals is asking questions without considering their final effect and the goal. The goal of this training part is to become aware of importance to ask questions with a clearly established intention.

3. Funnelling technique in asking sales questions: Having acquired the funnelling technique, participants will be able to identify and recognize needs of the client during a conversation up to the smallest detail and to be able to adjust their sales offer presentation to a specific client.

4. Problem and positive questions: While the funnelling technique deals with analysing the situation and needs of the customer, this effect based method deals with influencing the way the client perceives his/her needs. Upon acquiring this technique, participants will be able to actively influence perception of their clients with regards to their needs.

5. Developing a "Sales Questions Catalogue": The final part of the sales questions training represents a finale, where all designed questions (according to funnelling principle and according to positive and problem questions) will be systemized into a single official document - “Sales Questions Catalogue”.