PROBING TECHNIQUES

18 Dec, 2020 Jakarta, Training Komunikasi 0

ACARA

11 – 12 Januari 2021 | Rp 4.500.000/ peserta di Jakarta
10 – 11 Februari 2021 | Rp 4.500.000/ peserta di Jakarta
09 – 10 Maret 2021 | Rp 4.500.000/ peserta di Jakarta

Jadwal Training 2021 Selanjutnya …

INTRODUCTION TRAINING PROBING TECHNIQUES

People procure something (products/services) or buy ideas to meet needs or resolve problems. They decide to buy when the pain of the problem and desire for a solution have been built to the point where they are greater than the cost of the solution.
The question now is therefore how to know their needs or problems? To find out these, we must do probing. What is probing? Probing or investigating basically means systematically discovering, exploring, clarifying and understanding their needs as well as their problems.
In practice, we must ask questions. Questions are the most effective form of verbal behavior we can use to persuade. In its simplest terms, probing can then be considered as the business of asking questions.
Multiple research studies have overwhelmingly shown that more questions are asked in successful negotiations, management interactions, performance interviews, sales, group discussions and other interactions than in unsuccessful ones!
Accordingly, we will not get anywhere in sales, negotiations, management interactions, performance interviews, group discussions and other interactions if we can’t find out what our counterparts, interlocutors or prospects needs and how we can turn those needs into our benefits, obtaining commitments or sales.

MATERI TRAINING PROBING TECHNIQUES

Probing Techniques are the mechanism that gets prospects, counterparts or your interlocutors talking to you about their needs. Probing questions gets the conversation flowing. They are always open questions and closed questions that are used to find out if a need actually exist for your products, services or your expertise for particular prospects.
An open ended question is a question that does not take a yes or a no to answer. It is one that requires the prospect to elaborate on their answers. Closed questions can be answered with a single word, often “yes” or “no”.
So – regardless of if you are working with a prospect that is trying to fill a business opportunity need or if you are answering an RFI (Request for Information) that someone has filled out on your product pages you have to ask probing questions if you want to succeed.
This in-house “Probing Techniques” Training will specify that, within any interaction process: negotiations, sales, management interactions, performance interviews, group discussions or other interactions, there are always four stages. They are Opening, Investigating, Demonstrating Capability and Obtaining Commitment.
The Investigating (Probing) stage is actually the most important phase of the interaction process. It is the investigating stage where probing techniques are used to help us to uncover and develop our counterpart’s problems.
As mentioned above, Probing is the business of asking questions. We then explore types of questions. There are four types of questions: Situation Questions, Problem Questions, Implication Questions and Need-payoff Questions.
The bottom-line expectation from this in-house training is that, through understanding the probing techniques, participants of the training start to ultimately shift their thinking from telling to asking, from persuading to understanding and from a product/service focus to a prospect/counterpart focus in order to be successful in any possible interaction process.

INSTRUCTOR

Ir. Desmon Ginting, M.Tech.

VENUE

Jakarta (Maxone Hotel Menteng, Balairung Hotel Matraman, Sentral Hotel, Haris Tebet, Gd Muamalat Institute, Ibis Manggadua, Little Amaroossa Residence, Cosmo Amaroossa, Zodiak MT. Haryono, Grand Tjokro)

TRAINING DURATION

2 hari

JADWAL TRAINING 2021

11 Jan 2021-12 Jan 2021
10 Feb 2021-11 Feb 2021
09 Mar 2021-10 Mar 2021
12 Apr 2021-13 Apr 2021
26 Mei 2021-27 Mei 2021
10 Jun 2021-11 Jun 2021
12 Jul 2021-13 Jul 2021
09 Agust 2021-10 Agust 2021
09 Sep 2021-10 Sep 2021
11 Okt 2021-12 Okt 2021
08 Nop 2021-09 Nop 2021
06 Des 2021-07 Des 2021

INVESTMENT/PERSON

4.500.000/person (full fare) or
4.250.000/person (early bird, payment 1 week before training) or
3.950.000/person (if there are 3 persons or more from the same company)

FACILITIES FOR PARTICIPANTS

Training Module
Flash Disk contains training material
Certificate
Stationeries: NoteBook and Ballpoint
T-Shirt
Backpack
Training Photo
Training room with Full AC facilities and multimedia
Lunch and twice coffeebreak every day of training
Qualified Instructor