Drive urgency to change - Asking Great Sales Questions Video Tutorial

<!DOCTYPE html> <html lang="en"> <head> <meta name="pageKey" content="d_learning_course_video_guest">  <meta name="linkedin:pageTag" content="view_video"> <meta name="locale" content="en_US"> <meta id="config" data-app-version="2.0.2217" data-call-tree-id="AAYn3VOWvU7OHex4whC/7g==" data-multiproduct-name="learning-guest-frontend" data-service-name="learning-guest-frontend" data-browser-id="e07e8e19-62e3-4686-8b54-4ce50f717a91" data-enable-page-view-heartbeat-tracking data-page-instance="urn:li:page:learning_course_video_guest;sQ8IM5PCRO+r7+v2O+rHog==" data-disable-jsbeacon-pagekey-suffix="false" data-member-id="0"> <link rel="canonical" href="https://www.linkedin.com/learning/asking-great-sales-questions-5/drive-urgency-to-change">     <link rel="manifest" href="/homepage-guest/manifest.json" crossorigin="use-credentials">  <script> function getDfd() {let yFn,nFn;const p=new Promise(function(y, n){yFn=y;nFn=n;});p.resolve=yFn;p.reject=nFn;return p;} window.lazyloader = getDfd(); window.tracking = getDfd(); window.impressionTracking = getDfd(); window.ingraphTracking = getDfd(); window.appDetection = getDfd(); window.pemTracking = getDfd(); </script>  <link rel="icon" href="https://static.licdn.com/aero-v1/sc/h/444zstxv7s91nepfm5et6ofge"> <title>Drive urgency to change - Asking Great Sales Questions Video Tutorial | LinkedIn Learning, formerly Lynda.com</title> <meta name="robots" content="noarchive, max-image-preview:large"> <meta name="description" content="The goal of this course is to first help you understand the world through the lens of your customer, then use questions to create connection, drive credibility, increase urgency, and confirm value clarity. This approach helps the prospect understand where the questions are leading and makes the question process seem more like part of a conversation for their benefit, rather than an interrogation. Learn how to validate the business impact to the prospect and gain their commitment."> <meta property="og:site_name" content="LinkedIn"> <meta name="twitter:site" content="@LI_Learning"> <meta name="twitter:card" content="summary"> <meta name="litmsProfileName" content="learning-guest-frontend"> <meta property="og:title" content="Drive urgency to change - Asking Great Sales Questions Video Tutorial | LinkedIn Learning, formerly Lynda.com"> <meta name="twitter:title" content="Drive urgency to change - Asking Great Sales Questions Video Tutorial | LinkedIn Learning, formerly Lynda.com"> <meta property="og:description" content="The goal of this course is to first help you understand the world through the lens of your customer, then use questions to create connection, drive credibility, increase urgency, and confirm value clarity. This approach helps the prospect understand where the questions are leading and makes the question process seem more like part of a conversation for their benefit, rather than an interrogation. Learn how to validate the business impact to the prospect and gain their commitment."> <meta name="twitter:description" content="The goal of this course is to first help you understand the world through the lens of your customer, then use questions to create connection, drive credibility, increase urgency, and confirm value clarity. This approach helps the prospect understand where the questions are leading and makes the question process seem more like part of a conversation for their benefit, rather than an interrogation. Learn how to validate the business impact to the prospect and gain their commitment."> <meta property="og:image" content="https://media.licdn.com/dms/image/v2/C4E0DAQGxNg0oGmY-4w/learning-public-crop_675_1200/learning-public-crop_675_1200/0/1628887778918?e=2147483647&v=beta&t=NNZyQEJSJq3RTj4OqLYqwNaZvYP0PtwXaOvrBHiNS38"> <meta name="twitter:image" content="https://media.licdn.com/dms/image/v2/C4E0DAQGxNg0oGmY-4w/learning-public-crop_675_1200/learning-public-crop_675_1200/0/1628887778918?e=2147483647&v=beta&t=NNZyQEJSJq3RTj4OqLYqwNaZvYP0PtwXaOvrBHiNS38">  <meta property="og:url" content="https://www.linkedin.com/learning/asking-great-sales-questions-5/drive-urgency-to-change"> <meta property="og:type" content="website"> <meta name="clientSideIngraphs" content="1" data-gauge-metric-endpoint="/learning-guest/api/ingraphs/gauge" data-counter-metric-endpoint="/learning-guest/api/ingraphs/counter"> <link rel="stylesheet" href="https://static.licdn.com/aero-v1/sc/h/b2sn84ibusnmmqygar9zphel"> <script type="application/ld+json"> {"@context":"http://schema.org/","@type":"VideoObject","name":"Drive urgency to change - Asking Great Sales Questions","author":{"@type":"Person","name":"Jeff Bloomfield","url":"https://www.linkedin.com/learning/instructors/jeff-bloomfield"},"thumbnailUrl":"https://media.licdn.com/dms/image/v2/C4E0DAQGxNg0oGmY-4w/learning-public-crop_675_1200/learning-public-crop_675_1200/0/1628887778918?e=2147483647&v=beta&t=NNZyQEJSJq3RTj4OqLYqwNaZvYP0PtwXaOvrBHiNS38","description":"Learn how to ask sales questions that lead to high-quality interactions with customers and clients.","duration":"PT1M49S","datePublished":"2019-08-08","uploadDate":"2019-08-08","requiresSubscription":false,"isAccessibleForFree":true,"contentUrl":"https://www.linkedin.com/learning/asking-great-sales-questions-5/drive-urgency-to-change","interactionCount":363940,"interactionStatistic":[{"@type":"InteractionCounter","interactionType":"http://schema.org/WatchAction","userInteractionCount":363940}],"transcript":" - In the old hit TV show, \"24\", the lead character Jack Bauer was famous for his interrogation techniques. He had a limited amount of time, 24 hours, to prevent some worldwide disaster. So when he questioned the bad guys, he was aggressive to say the least. Unfortunately, in my years as an executive sales leader and coach, I found that salespeople can often adopt the same approach. Asking sales questions turns into an interrogation of epic proportions and leaves the prospect feeling as worked over as though they themselves had spent time with Jack Bauer. Yes, there's a fine line between asking effective sales questions versus this all intrusive interrogation approach. My name is Jeff Bloomfield and I've spent my entire career coaching and developing sales people. What I've found is like anything in life, the best sales people tend to do things in a very specific way and it always starts with the right mindset. If we truly understand that our role as a salesperson is to solve our customer's problems, we handle our sales questions as part of a larger business conversation rather than an interrogation. The goal in this course is to first help you understand the world through the lens of your customer. Then use questions to create connection, drive credibility, increase urgency, and confirm value clarity. This approach helps the prospect understand where the questions are leading and makes the questioning process seem more like part of a conversation for their benefit rather than that interrogation. What you will find if you follow the techniques in this course is that you will end up gathering more information than ever before, drive urgency to change, and develop lasting relationships with your prospects. Let's begin. "} </script>  </head> <body dir="ltr">   <a href="#main-content" class="skip-link btn-md btn-primary absolute z-11 -top-[100vh] focus:top-0"> Skip to main content </a> <header class="header base-detail-page__header px-mobile-container-padding bg-color-background-container global-alert-offset sticky-header"> <nav class="nav pt-1.5 pb-2 flex items-center justify-between relative flex-nowrap babymamabear:py-1.5 nav--minified-mobile " aria-label="Primary"> <a href="https://www.linkedin.com/learning/?trk=learning-course_nav-header-logo" class="nav__logo-link link-no-visited-state z-1 mr-auto min-h-[52px] flex items-center babybear:z-0 hover:no-underline focus:no-underline active:no-underline babymamabear:mr-3" data-tracking-control-name="learning-course_nav-header-logo" data-tracking-will-navigate> <div class="learning-logo"> <icon class="learning-logo__inbug onload" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4zqr0f9jf98vi2nkijyc3bex2"></icon> <span class="learning-logo__text" aria-hidden="true">Learning</span> <span class="sr-only">LinkedIn Learning</span> </div> </a> <section class="search-bar relative flex flex-grow h-[40px] bg-cool-gray-20 min-w-0 max-w-full mx-4 rounded-sm babymamabear:mx-0 babymamabear:mb-1.5 babymamabear:bg-color-transparent babymamabear:w-full babymamabear:flex babymamabear:flex-wrap search-bar--minified-mobile" data-current-search-type="LEARNING"> <button class="search-bar__placeholder papabear:hidden text-input w-full mt-1.5 !pl-[14px] border-1 border-solid border-color-border-faint rounded-[2px] h-[40px] max-h-[40px] flex items-center overflow-hidden cursor-text" data-tracking-control-name="learning-course_search-switcher-opener"> <icon class="text-color-icon w-3 h-3 mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/397vrsk6op88l4981ji1xe1qt"></icon> <div class="search-bar__full-placeholder font-sans text-md text-color-text max-w-[calc(100%-40px)] text-left whitespace-nowrap overflow-hidden text-ellipsis">  Search skills, subjects, or software  </div> <span class="sr-only">Expand search</span> </button> <div class="switcher-tabs__trigger-and-tabs babymamabear:flex"> <button aria-expanded="false" class="switcher-tabs__placeholder flex !h-full !py-0 !pl-2 !pr-1.5 border-r-1 border-solid border-r-color-border-faint babymamabear:hidden tab-md papabear:tab-vertical papabear:justify-start cursor-pointer" data-tracking-control-name="learning-course_switcher-tabs-placeholder" aria-describedby="switcher-description"> <span class="switcher-tabs__placeholder-text m-auto"></span> <icon class="switcher-tabs__caret-down-filled onload pointer-events-none block my-auto min-h-[24px] min-w-[24px] h-[24px] babymamabear:hidden" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/7asbl4deqijhoy3z2ivveispv"></icon> </button> <div id="switcher-description" class="hidden">This button displays the currently selected search type. When expanded it provides a list of search options that will switch the search inputs to match the current selection. </div>  <div class="switcher-tabs hidden z-[1] w-auto min-w-[160px] mb-1.5 py-1 absolute top-[48px] left-0 border-solid border-1 border-color-border-faint papabear:container-raised babymamabear:static babymamabear:w-[100vw] babymamabear:h-[48px] babymamabear:p-0 overflow-y-hidden overflow-x-auto md:overflow-x-hidden"> <ul class="switcher-tabs__list flex flex-1 items-stretch papabear:flex-col" role="tablist"> <li class="switcher-tabs__tab h-[44px] babymamabear:basis-1/2" role="presentation"> <button aria-controls="jobs-search-panel" aria-selected="false" class="switcher-tabs__button w-full h-full tab-md papabear:tab-vertical papabear:justify-start cursor-pointer " data-switcher-type="JOBS" data-tracking-control-name="learning-course_switcher-tabs-jobs-search-switcher" id="job-switcher-tab" role="tab"> Jobs </button> </li> <li class="switcher-tabs__tab h-[44px] babymamabear:basis-1/2" role="presentation"> <button aria-controls="people-search-panel" aria-selected="false" class="switcher-tabs__button w-full h-full tab-md papabear:tab-vertical papabear:justify-start cursor-pointer " data-switcher-type="PEOPLE" data-tracking-control-name="learning-course_switcher-tabs-people-search-switcher" id="people-switcher-tab" role="tab"> People </button> </li> <li class="switcher-tabs__tab h-[44px] babymamabear:basis-1/2" role="presentation"> <button aria-controls="learning-search-panel" aria-selected="true" class="switcher-tabs__button w-full h-full tab-md papabear:tab-vertical papabear:justify-start cursor-pointer tab-selected" data-switcher-type="LEARNING" data-tracking-control-name="learning-course_switcher-tabs-learning-search-switcher" id="learning-switcher-tab" role="tab"> Learning </button> </li> </ul> <button aria-label="Close" class="switcher-tabs__cancel-btn papabear:hidden block w-6 h-6 m-auto text-color-text-low-emphasis" data-tracking-control-name="learning-course_switcher-tabs-cancel-search-switcher" type="button"> <icon class="switcher-tabs__cancel-icon block w-3 h-3 m-auto onload" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cs55jggk4p3uqh9ozxdmpvjg7"></icon> </button> </div> </div> <section class="base-search-bar w-full h-full" data-searchbar-type="PEOPLE" aria-labelledby="people-switcher-tab" id="people-search-panel" role="tabpanel"> <form class="base-search-bar__form w-full flex babymamabear:mx-mobile-container-padding babymamabear:flex-col" role="search" action="/pub/dir" data-tracking-control-name="learning-course_people-search-bar_base-search-bar-form"> <section class="dismissable-input text-input !pr-3 bg-color-transparent flex items-center h-[40px] min-w-0 relative babybear:w-full babybear:mb-1 search-input"> <input aria-label="First Name" autocomplete="on" class="dismissable-input__input font-sans text-md text-color-text bg-color-transparent flex items-center flex-1 focus:outline-none placeholder:text-color-text-secondary" data-tracking-control-name="learning-course_people-search-bar_first-name_dismissable-input" maxlength="500" name="firstName" placeholder="First Name" type="search"> <button class="dismissable-input__button text-color-text h-[40px] min-w-[24px] w-[24px] -mr-2 opacity-0 transition-opacity duration-[0.1s] disabled:invisible focus:opacity-100" data-tracking-control-name="learning-course_people-search-bar_first-name_dismissable-input-clear" type="button"> <label class="sr-only">Clear text</label> <icon class="dismissable-input__button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cs55jggk4p3uqh9ozxdmpvjg7"></icon> </button> </section> <section class="dismissable-input text-input !pr-3 bg-color-transparent flex items-center h-[40px] min-w-0 relative babybear:w-full babybear:mb-1 search-input"> <input aria-label="Last Name" autocomplete="on" class="dismissable-input__input font-sans text-md text-color-text bg-color-transparent flex items-center flex-1 focus:outline-none placeholder:text-color-text-secondary" data-tracking-control-name="learning-course_people-search-bar_last-name_dismissable-input" maxlength="500" name="lastName" placeholder="Last Name" type="search"> <button class="dismissable-input__button text-color-text h-[40px] min-w-[24px] w-[24px] -mr-2 opacity-0 transition-opacity duration-[0.1s] disabled:invisible focus:opacity-100" data-tracking-control-name="learning-course_people-search-bar_last-name_dismissable-input-clear" type="button"> <label class="sr-only">Clear text</label> <icon class="dismissable-input__button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cs55jggk4p3uqh9ozxdmpvjg7"></icon> </button> </section> <input name="trk" value="learning-course_people-search-bar_search-submit" type="hidden"> <button class="base-search-bar__submit-btn block basis-[40px] flex-shrink-0 cursor-pointer babymamabear:invisible babymamabear:ml-[-9999px] babymamabear:w-[1px] babymamabear:h-[1px]" aria-label="Search" data-tracking-control-name="learning-course_people-search-bar_base-search-bar-search-submit" type="submit"> <icon class="base-search-bar__search-icon onload mx-auto" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cb5bsr4tsn2r4sjg9e3ls4tjl"></icon> </button> </form> </section> <section class="base-search-bar w-full h-full" data-searchbar-type="JOBS" aria-labelledby="job-switcher-tab" id="jobs-search-panel" role="tabpanel"> <form class="base-search-bar__form w-full flex babymamabear:mx-mobile-container-padding babymamabear:flex-col" role="search" action="/jobs/search" data-tracking-control-name="learning-course_jobs-search-bar_base-search-bar-form"> <code id="i18n_aria_live_text_no-suggestions" style="display: none"></code> <code id="i18n_aria_live_text_one-suggestion" style="display: none"></code> <code id="i18n_aria_live_text_multiple-suggestions" style="display: none"></code> <section class="dismissable-input text-input !pr-3 bg-color-transparent flex items-center h-[40px] min-w-0 relative babybear:w-full babybear:mb-1 typeahead-input keywords-typeahead-input text-input"> <input aria-autocomplete="list" aria-controls="job-search-bar-keywords-typeahead-list" aria-haspopup="listbox" aria-label="Search job titles or companies" autocomplete="off" class="dismissable-input__input font-sans text-md text-color-text bg-color-transparent flex items-center flex-1 focus:outline-none placeholder:text-color-text-secondary" data-tracking-control-name="learning-course_dismissable-input" id="job-search-bar-keywords" maxlength="500" name="keywords" placeholder="Search job titles or companies" role="combobox" type="search">  <div class="typeahead-input__dropdown container-lined absolute top-[calc(100%+3px)] left-0 w-full rounded-b-md rounded-t-none z-[10] overflow-hidden max-w-none babybear:min-w-full babybear:bottom-0 babybear:overflow-y-auto"> <template class="typeahead-item-template"> <li class="typeahead-input__dropdown-item py-1.5 px-2 hover:cursor-pointer hover:bg-color-surface-new-hover hover:border-y-2 hover:border-solid hover:border-color-container-primary" role="option"> <span class="typeahead-input__dropdown-text font-sans text-sm font-bold text-color-text"></span> </li> </template> <ul class="typeahead-input__dropdown-list w-full" id="job-search-bar-keywords-typeahead-list" role="listbox"></ul> </div>  <button class="dismissable-input__button text-color-text h-[40px] min-w-[24px] w-[24px] -mr-2 opacity-0 transition-opacity duration-[0.1s] disabled:invisible focus:opacity-100" data-tracking-control-name="learning-course_dismissable-input-clear" type="button"> <label class="sr-only">Clear text</label> <icon class="dismissable-input__button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cs55jggk4p3uqh9ozxdmpvjg7"></icon> </button> </section>  <code id="i18n_aria_live_text_no-suggestions" style="display: none"></code> <code id="i18n_aria_live_text_one-suggestion" style="display: none"></code> <code id="i18n_aria_live_text_multiple-suggestions" style="display: none"></code> <section class="dismissable-input text-input !pr-3 bg-color-transparent flex items-center h-[40px] min-w-0 relative babybear:w-full babybear:mb-1 typeahead-input location-typeahead-input"> <input aria-autocomplete="list" aria-controls="job-search-bar-location-typeahead-list" aria-haspopup="listbox" aria-label="Location" autocomplete="off" class="dismissable-input__input font-sans text-md text-color-text bg-color-transparent flex items-center flex-1 focus:outline-none placeholder:text-color-text-secondary" data-tracking-control-name="learning-course_dismissable-input" id="job-search-bar-location" maxlength="500" name="location" placeholder="Location" role="combobox" value="Hong Kong" type="search">  <div class="typeahead-input__dropdown container-lined absolute top-[calc(100%+3px)] left-0 w-full rounded-b-md rounded-t-none z-[10] overflow-hidden max-w-none babybear:min-w-full babybear:bottom-0 babybear:overflow-y-auto"> <template class="typeahead-item-template"> <li class="typeahead-input__dropdown-item py-1.5 px-2 hover:cursor-pointer hover:bg-color-surface-new-hover hover:border-y-2 hover:border-solid hover:border-color-container-primary" role="option"> <span class="typeahead-input__dropdown-text font-sans text-sm font-bold text-color-text"></span> </li> </template> <ul class="typeahead-input__dropdown-list w-full" id="job-search-bar-location-typeahead-list" role="listbox"></ul> </div>  <button class="dismissable-input__button text-color-text h-[40px] min-w-[24px] w-[24px] -mr-2 opacity-0 transition-opacity duration-[0.1s] disabled:invisible focus:opacity-100" data-tracking-control-name="learning-course_dismissable-input-clear" type="button"> <label class="sr-only">Clear text</label> <icon class="dismissable-input__button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cs55jggk4p3uqh9ozxdmpvjg7"></icon> </button> </section> <input name="geoId" value="102817007" type="hidden"> <input name="trk" value="learning-course_jobs-search-bar_search-submit" type="hidden"> <button class="base-search-bar__submit-btn block basis-[40px] flex-shrink-0 cursor-pointer babymamabear:invisible babymamabear:ml-[-9999px] babymamabear:w-[1px] babymamabear:h-[1px]" aria-label="Search" data-tracking-control-name="learning-course_jobs-search-bar_base-search-bar-search-submit" type="submit"> <icon class="base-search-bar__search-icon onload mx-auto" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cb5bsr4tsn2r4sjg9e3ls4tjl"></icon> </button> </form> </section> <section class="base-search-bar w-full h-full" data-searchbar-type="LEARNING" aria-labelledby="learning-switcher-tab" id="learning-search-panel" role="tabpanel"> <form class="base-search-bar__form w-full flex babymamabear:mx-mobile-container-padding babymamabear:flex-col" role="search" action="/learning/search" data-tracking-control-name="learning-course_learning-search-bar_base-search-bar-form"> <section class="dismissable-input text-input !pr-3 bg-color-transparent flex items-center h-[40px] min-w-0 relative babybear:w-full babybear:mb-1 search-input"> <input aria-label="Search skills, subjects, or software" autocomplete="on" class="dismissable-input__input font-sans text-md text-color-text bg-color-transparent flex items-center flex-1 focus:outline-none placeholder:text-color-text-secondary" data-tracking-control-name="learning-course_learning-search-bar_keywords_dismissable-input" maxlength="500" name="keywords" placeholder="Search skills, subjects, or software" type="search"> <button class="dismissable-input__button text-color-text h-[40px] min-w-[24px] w-[24px] -mr-2 opacity-0 transition-opacity duration-[0.1s] disabled:invisible focus:opacity-100" data-tracking-control-name="learning-course_learning-search-bar_keywords_dismissable-input-clear" type="button"> <label class="sr-only">Clear text</label> <icon class="dismissable-input__button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cs55jggk4p3uqh9ozxdmpvjg7"></icon> </button> </section> <input class="nav__search-uoo" name="upsellOrderOrigin" type="hidden"> <input name="trk" value="learning-course_learning-search-bar_search-submit" type="hidden"> <button class="base-search-bar__submit-btn block basis-[40px] flex-shrink-0 cursor-pointer babymamabear:invisible babymamabear:ml-[-9999px] babymamabear:w-[1px] babymamabear:h-[1px]" aria-label="Search" data-tracking-control-name="learning-course_learning-search-bar_base-search-bar-search-submit" type="submit"> <icon class="base-search-bar__search-icon onload mx-auto" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cb5bsr4tsn2r4sjg9e3ls4tjl"></icon> </button> </form> </section>  <div aria-live="polite" class="search-bar__live-text sr-only" role="status"></div> </section>  <div class="nav__cta-container order-3 flex gap-x-1 justify-end min-w-[100px] flex-nowrap flex-shrink-0 babybear:flex-wrap flex-2 babymamabear:min-w-[50px] "> <a class="nav__button-tertiary btn-md btn-tertiary" href="http://www.linkedin.com/learning/subscription/products?courseSlug=asking-great-sales-questions-5&destRedirectURL=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%2Fdrive-urgency-to-change&trk=learning-course_nav-header-join&upsellTrk=lil_upsell_nav_subscription&session_redirect=https%3A%2F%2Fwww.linkedin.com%2Flearning%2Fasking-great-sales-questions-5%3Ftrk%3Dlearning-course_tocItem" data-tracking-control-name="lil_upsell_nav_subscription" data-tracking-impression-name="lil_upsell_nav_subscription" data-test-live-nav-primary-cta data-tracking-will-navigate> Start free trial </a> <a class="nav__button-secondary btn-md btn-secondary-emphasis" href="https://www.linkedin.com/learning-login/?redirect=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%3Ftrk%3Dlearning-course_tocItem%26trk%3Dlearning-course_tocItem&fromSignIn=true&session_redirect=https%3A%2F%2Fwww.linkedin.com%2Flearning%2Fasking-great-sales-questions-5%3Ftrk%3Dlearning-course_tocItem&trk=learning-course_nav-header-signin" data-tracking-control-name="learning-course_nav-header-signin" data-tracking-will-navigate> Sign in </a> <a aria-label="Sign in" class="nav__link-person papabear:hidden mamabear:hidden" data-tracking-control-name="learning-course_nav-header-signin" data-tracking-will-navigate href="https://www.linkedin.com/learning-login/?redirect=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%3Ftrk%3Dlearning-course_tocItem%26trk%3Dlearning-course_tocItem&fromSignIn=true&session_redirect=https%3A%2F%2Fwww.linkedin.com%2Flearning%2Fasking-great-sales-questions-5%3Ftrk%3Dlearning-course_tocItem&trk=learning-course_nav-header-signin"> <img class="inline-block relative rounded-[50%] w-4 h-4 bg-color-entity-ghost-background" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt> </a> </div>   </nav> </header>  <div class="cta-banner "> <div class="enterprise-nav"> <div class="enterprise-nav__content-wrapper"> <p id="enterprise-nav-solutions" class="enterprise-nav__content" tabindex="-1"> Solutions for: </p> <a href="https://learning.linkedin.com/for-entire-companies?src=li-learning-nav&trk=learning-course_enterprise-nav" aria-labelledby="enterprise-nav-solutions business-nav-business" class="enterprise-nav__content" data-tracking-control-name="learning-course_enterprise-nav" data-tracking-will-navigate="true" id="business-nav-business">Business</a> <a href="https://learning.linkedin.com/for-higher-education?src=li-learning-nav&trk=learning-course_enterprise-nav" aria-labelledby="enterprise-nav-solutions business-nav-education" class="enterprise-nav__content" data-tracking-control-name="learning-course_enterprise-nav" data-tracking-will-navigate="true" id="business-nav-education">Higher Education</a> <a href="https://learning.linkedin.com/for-governments?src=li-learning-nav&trk=learning-course_enterprise-nav" aria-labelledby="enterprise-nav-solutions business-nav-government" class="enterprise-nav__content" data-tracking-control-name="learning-course_enterprise-nav" data-tracking-will-navigate="true" id="business-nav-government">Government</a> <a href="/learning/subscription/teams?veh=lil_upx&src=li-learning-nav&trk=learning-course_enterprise-nav" aria-labelledby="enterprise-nav-solutions business-nav-buy" class="enterprise-nav__content" data-test-live-enterprise-upsell="true" data-tracking-control-name="learning-course_enterprise-nav" data-tracking-will-navigate="true" data-tracking-impression-name="lil_upsell_learning-course_enterprise-nav_teambuy" id="business-nav-buy">Buy for my team</a> </div> </div>   </div> <main class="main papabear:flex papabear:w-content-max-w papabear:mx-auto papabear:pt-desktop-content-top-margin mamabear:pt-desktop-content-top-margin " id="main-content" role="main"> <section class="core-rail mx-auto papabear:w-core-rail-width mamabear:max-w-[790px] babybear:max-w-[790px]"> <p class="pre-headline"> From the course: <a href="https://www.linkedin.com/learning/asking-great-sales-questions-5?trk=course_title" data-tracking-control-name="course_title" data-tracking-will-navigate="true" class="from-the-course__link">Asking Great Sales Questions</a> </p> <section class="top-card"> <section class="top-card-layout container-lined overflow-hidden babybear:rounded-[0px]"> <section class="top-card__video-wrapper"> <div class="top-card__video">  <div class="share-native-video"> <video autoplay class="share-native-video__node video-js" crossorigin="anonymous" data-sources="[{"src":"https://dms.licdn.com/playlist/vid/v2/C4D0DAQFiTj_HM6tRIA/learning-original-video-vbr-540/learning-original-video-vbr-540/0/1661808919922?e=2147483647&v=beta&t=5RDMbVjf4bLR88f5t4nsYg13qfrQxfdRMzZU8spUbzQ#.mp4"}]" data-poster-url="https://media.licdn.com/dms/image/v2/C4E0DAQGxNg0oGmY-4w/learning-public-crop_675_1200/learning-public-crop_675_1200/0/1628887778918?e=2147483647&v=beta&t=NNZyQEJSJq3RTj4OqLYqwNaZvYP0PtwXaOvrBHiNS38" data-captions-url="https://www.linkedin.com/ambry/?x-li-ambry-ep=AQIYb3j5yT3wagAAAZNr3A448pRpOvmBVOGHGtYCVaYRs1D7Ih7SC1B8UbAxtLUJE2rgCZjC3__QpgAP7Y0ZHa-okwS8AIcGB6XQESjKlGumGDaLMmuBRz-O2kZVEllonXmV97HJnPh-axkqwZjSSZKtUfE3QZZ7AJv0-0QDjCBgGgsj5R4T0wTjl3OHmoIzeU6sl-pHRPh6e_Pe_5cwL2qwVFYpKTxu2dTsbQ4CHHNMZtAtiXKYlop5DW7ALAn88lCRx6XzQ0PEKY2uQRCmAhoXwkgKtc19l74t8SRRNW7Rnlv9qhqoQ1WbD4hGLBrvl-kCzNvEG-0143AVW7ecTkQRr_DrPjSY4Itxr1ug1hl9eZyxA8iMwiesezaI5MNZG2YfnEs0214vqAt5KRtqm_vfPa_wWURE8nm04xRqZEbhPn6XB6pavQIIAtESNaR5w3HzLaF5IHcmGH9UEcC-aRL_5EnCP6vsNqO_3uDiR0XqADeHZCvQk3aYQG9k" data-digitalmedia-asset-urn="urn:li:lyndaVideo:(urn:li:lyndaCourse:5035799,4304161)" data-tracking-id="oLRS5GIITra5pvoYH1qU4g==" playsinline> </video> </div> </div> </section> <div class="top-card-layout__card relative p-2 papabear:p-details-container-padding"> <div class="top-card-layout__entity-info-container flex flex-wrap papabear:flex-nowrap"> <div class="top-card-layout__entity-info flex-grow flex-shrink-0 basis-0 babybear:flex-none babybear:w-full babybear:flex-none babybear:w-full"> <h1 class="top-card-layout__title font-sans text-lg papabear:text-xl font-bold leading-open text-color-text mb-0"> Drive urgency to change </h1> <h2 class="top-card-layout__headline break-words font-sans text-md leading-open text-color-text"> From the course: <a href="https://www.linkedin.com/learning/asking-great-sales-questions-5?trk=course_title" data-tracking-control-name="course_title" data-tracking-will-navigate="true" class="from-the-course__link">Asking Great Sales Questions</a> </h2>   <div class="top-card-layout__cta-container flex flex-wrap mt-0.5 papabear:mt-0 ml-[-12px]"> <a href="http://www.linkedin.com/learning/subscription/products?courseSlug=asking-great-sales-questions-5&destRedirectURL=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%2Fdrive-urgency-to-change&trk=course_info&upsellTrk=lil_upsell_course_info_subscription" data-tracking-control-name="lil_upsell_course_info_subscription" data-tracking-impression-name="lil_upsell_course_info_subscription" data-litms-tracking-control-name="lil_upsell_course_info_subscription" data-tracking-will-navigate class="top-card__upsell-link top-card-layout__cta mt-2 ml-1.5 h-auto babybear:flex-auto top-card-layout__cta--primary btn-md btn-primary" data-test-live-course-sub-upsell> Start my 1-month free trial </a> <a class="buy-for-your-team-cta__link top-card-layout__cta mt-2 ml-1.5 h-auto babybear:flex-auto top-card-layout__cta--secondary btn-md btn-secondary" href="/learning/subscription/teams?veh=lil_upx&src=li-lil-upsell&trk=learning-course_buy-for-your-team-cta" data-tracking-control-name="learning-course_buy-for-your-team-cta" data-tracking-impression-name="lil_upsell_learning-course_buy-for-your-team-cta_teambuy" data-test-live-buy-for-your-team-upsell data-tracking-will-navigate> Buy for my team </a> </div> </div>  </div>   </div> </section> </section> <div class="details mx-details-container-padding"> <div class="tabs content-tabs" data-tab-id="course-content-tabs"> <ul class="tabs__list" role="tablist">  <li class="tab flex ml-3 first-of-type:ml-0" role="presentation"> <button aria-selected="true" class="tab-button tab-md tab-selected" data-tracking-control-name="transcripts-tab" data-id="tab__button" role="tab" id="content-tabs__transcripts-btn"> Transcripts </button> </li> <li class="tab flex ml-3 first-of-type:ml-0" role="presentation"> <button aria-selected="false" class="tab-button tab-md " data-tracking-control-name="files-tab" data-id="tab__button" role="tab" tabindex="-1" id="content-tabs__files-btn" data-test-live-exercise-files-tab> Exercise Files </button> </li> <li class="tab flex ml-3 first-of-type:ml-0" role="presentation"> <button aria-selected="false" class="tab-button tab-md " data-tracking-control-name="offline-tab" data-id="tab__button" role="tab" tabindex="-1" id="content-tabs__offline-btn" data-test-live-offline-tab> View Offline </button> </li> </ul>  <div class="tab__panel" tabindex="0" role="tabpanel"> <section class="core-section-container my-3 transcripts">  <h2 class="core-section-container__title section-title"> Drive urgency to change </h2>  <div class="core-section-container__content break-words"> <div class="transcripts__copy"> <span class="transcripts__quotation">“</span> <p> - In the old hit TV show, "24", the lead character Jack Bauer was famous for his interrogation techniques. He had a limited amount of time, 24 hours, to prevent some worldwide disaster. So when he questioned the bad guys, he was aggressive to say the least. Unfortunately, in my years as an executive sales leader and coach, I found that salespeople can often adopt the same approach. Asking sales questions turns into an interrogation of epic proportions and leaves the prospect feeling as worked over as though they themselves had spent time with Jack Bauer. Yes, there's a fine line between asking effective sales questions versus this all intrusive interrogation approach. My name is Jeff Bloomfield and I've spent my entire career coaching and developing sales people. What I've found is like anything in life, the best sales people tend to do things in a very specific way and it always starts with the right mindset. If we truly understand that our role as a salesperson is to solve our customer's problems, we handle our sales questions as part of a larger business conversation rather than an interrogation. The goal in this course is to first help you understand the world through the lens of your customer. Then use questions to create connection, drive credibility, increase urgency, and confirm value clarity. This approach helps the prospect understand where the questions are leading and makes the questioning process seem more like part of a conversation for their benefit rather than that interrogation. What you will find if you follow the techniques in this course is that you will end up gathering more information than ever before, drive urgency to change, and develop lasting relationships with your prospects. Let's begin. </p> </div> </div> </section> </div> <div class="tab__panel" tabindex="0" role="tabpanel" hidden> <section class="core-section-container my-3 exercise-files" data-test-live-files-panel>  <h2 class="core-section-container__title section-title"> Practice while you learn with exercise files </h2>  <div class="core-section-container__content break-words"> <p class="exercise-files__description"> Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing. </p> <ul class="exercise-files__list"> <li class="exercise-files__file"> <a href="http://www.linkedin.com/learning/subscription/products?courseSlug=asking-great-sales-questions-5&destRedirectURL=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%2Fdrive-urgency-to-change&trk=exercise_file&upsellTrk=lil_upsell_exercise_file_subscription" data-tracking-control-name="lil_upsell_exercise_file_subscription" data-tracking-impression-name="lil_upsell_exercise_file_subscription" data-litms-tracking-control-name="lil_upsell_exercise_file_subscription" data-tracking-will-navigate class="exercise-files__file-upsell-link" data-test-live-files-sub-upsell> <span class="exercise-files__lock-icon-container"> <span class="a11y-text"> Exercise File: Subscribe to access. </span> <icon class="exercise-files__lock-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/2k4trx87nbhljt0s01sd4q7qi"></icon> </span> <span class="exercise-files__file-name"> Glossary_AskingGreatSalesQuestions.zip </span> </a> </li> </ul> <div class="footer-upsell-link"> <span class="footer-upsell-link__description"> Download the exercise files for this course. </span> <a href="http://www.linkedin.com/learning/subscription/products?courseSlug=asking-great-sales-questions-5&destRedirectURL=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%2Fdrive-urgency-to-change&trk=exercise_file&upsellTrk=lil_upsell_exercise_file_subscription" data-tracking-control-name="lil_upsell_exercise_file_subscription" data-tracking-impression-name="lil_upsell_exercise_file_subscription" data-litms-tracking-control-name="lil_upsell_exercise_file_subscription" data-tracking-will-navigate class="exercise-files__upsell-link" data-test-live-files-footer-sub-upsell> Get started with a free trial today. </a> </div> </div> </section> </div> <div class="tab__panel" tabindex="0" role="tabpanel" hidden> <section class="core-section-container my-3 offline">  <h2 class="core-section-container__title section-title"> Download courses and learn on the go </h2>  <div class="core-section-container__content break-words"> <p class="offline__description"> Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app. </p> <div class="offline__link-container"> <a class="offline__link" href="https://itunes.apple.com/app/apple-store/id1084807225?ls=1&pt=10746&mt=8&ct=learning_course_tab_viewoffline&trk=apple_app_store" data-tracking-control-name="apple_app_store" data-tracking-will-navigate rel="noopener noreferrer" target="_blank"> <img alt="Download on the App Store" class="offline__image" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/emczv26hz24woii2j4aleyry"> </a> <a class="offline__link" href="https://play.google.com/store/apps/details?id=com.linkedin.android.learning&referrer=utm_source%3Dlinkedinlearning%26utm_medium%3DmobileWeb%26utm_campaign%3Dlearning_guest&ct=learning_course_tab_viewoffline&trk=google_play_store" data-tracking-control-name="google_play_store" data-tracking-will-navigate rel="noopener noreferrer" target="_blank"> <img alt="Get it on Google Play" class="offline__image" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/535kqf5rsexfx0lucb3t6palb"> </a> </div> <div class="footer-upsell-link"> <span class="footer-upsell-link__description"> Watch this course anytime, anywhere. </span> <a href="http://www.linkedin.com/learning/subscription/products?courseSlug=asking-great-sales-questions-5&destRedirectURL=https%3A%2F%2Fwww%2Elinkedin%2Ecom%2Flearning%2Fasking-great-sales-questions-5%2Fdrive-urgency-to-change&trk=offline_viewing&upsellTrk=lil_upsell_offline_viewing_subscription" data-tracking-control-name="lil_upsell_offline_viewing_subscription" data-tracking-impression-name="lil_upsell_offline_viewing_subscription" data-litms-tracking-control-name="lil_upsell_offline_viewing_subscription" data-tracking-will-navigate class="offline__upsell-link" data-test-live-offline-footer-sub-upsell> Get started with a free trial today. </a> </div> </div> </section> </div> </div> </div> </section> <section class="right-rail papabear:w-right-rail-width papabear:ml-column-gutter mamabear:max-w-[790px] mamabear:px-mobile-container-padding babybear:max-w-[790px] babybear:px-mobile-container-padding"> <section class="table-of-contents mb-4"> <h2 class="table-of-contents__header"> Contents </h2> <ul class="table-of-contents__list"> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button show-more-less__button--hide" aria-expanded="true" data-tracking-control-name="learning-course_toc-section_show_more"> Introduction <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button " aria-expanded="true" data-tracking-control-name="learning-course_toc-section_show_more"> Introduction <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list " data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item toc-item--active"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/drive-urgency-to-change?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="true"> <icon class="table-of-contents__item-status table-of-contents__item-status--unlocked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/5jwhkytplzxiejvhzfu0t7m8l" data-svg-class-name="table-of-contents__item-status-svg--unlocked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Drive urgency to change </div> <div class="table-of-contents__item-duration"> 1m 49s </div> </div> </a> </li> </ul>  </div> </li> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button " aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 1. Know before You Go <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button show-more-less__button--hide" aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 1. Know before You Go <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list show-more-less__list--hide-after-0" data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/understand-your-customer-s-business-15112004?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <icon class="table-of-contents__item-status table-of-contents__item-status--unlocked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/5jwhkytplzxiejvhzfu0t7m8l" data-svg-class-name="table-of-contents__item-status-svg--unlocked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Understand your customer's business </div> <div class="table-of-contents__item-duration"> 3m 17s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/understand-your-customer-s-role-15106875?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Understand your customer's role </div> <div class="table-of-contents__item-duration"> 3m 15s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/understand-your-customer-s-objectives-15112003?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Understand your customer's objectives </div> <div class="table-of-contents__item-duration"> 2m 58s </div> </div> </a> </li> </ul>  </div> </li> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button " aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 2. Questions That Create Connection <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button show-more-less__button--hide" aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 2. Questions That Create Connection <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list show-more-less__list--hide-after-0" data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/the-importance-of-why-15111268?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <icon class="table-of-contents__item-status table-of-contents__item-status--unlocked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/5jwhkytplzxiejvhzfu0t7m8l" data-svg-class-name="table-of-contents__item-status-svg--unlocked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> The importance of why </div> <div class="table-of-contents__item-duration"> 3m 47s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/connection-vs-credibility-15109577?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Connection vs. credibility </div> <div class="table-of-contents__item-duration"> 3m 52s </div> </div> </a> </li> </ul>  </div> </li> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button " aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 3. Questions That Drive Credibility <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button show-more-less__button--hide" aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 3. Questions That Drive Credibility <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list show-more-less__list--hide-after-0" data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/confirm-goals-15107827?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Confirm goals </div> <div class="table-of-contents__item-duration"> 4m </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/prioritize-goals-15112009?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Prioritize goals </div> <div class="table-of-contents__item-duration"> 3m 27s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/use-insights-15106876?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Use insights </div> <div class="table-of-contents__item-duration"> 3m 33s </div> </div> </a> </li> </ul>  </div> </li> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button " aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 4. Questions That Create Urgency <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button show-more-less__button--hide" aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 4. Questions That Create Urgency <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list show-more-less__list--hide-after-0" data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/quantify-the-problem-15112007?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Quantify the problem </div> <div class="table-of-contents__item-duration"> 3m 45s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/personalize-the-impact-15105995?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Personalize the impact </div> <div class="table-of-contents__item-duration"> 3m 57s </div> </div> </a> </li> </ul>  </div> </li> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button " aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 5. Questions That Confirm Value Clarity <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button show-more-less__button--hide" aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> 5. Questions That Confirm Value Clarity <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list show-more-less__list--hide-after-0" data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/map-the-solution-to-the-problem-15109580?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Map the solution to the problem </div> <div class="table-of-contents__item-duration"> 3m 41s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/define-the-value-15109578?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Define the value </div> <div class="table-of-contents__item-duration"> 3m 57s </div> </div> </a> </li> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/partnership-agreements-15111269?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Partnership agreements </div> <div class="table-of-contents__item-duration"> 3m 50s </div> </div> </a> </li> </ul>  </div> </li> <li class="toc-section"> <div class="show-more-less"> <button class="show-more-less__button show-more-less__more-button show-more-less-button " aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> Conclusion <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> <button class="show-more-less__button show-more-less__less-button show-more-less-button show-more-less__button--hide" aria-expanded="false" data-tracking-control-name="learning-course_toc-section_show_more"> Conclusion <icon class="show-more-less__button--chevron show-more-less-button-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4chtt12k98xwnba1nimld2oyg"></icon> </button> <ul data-max-num-to-show="0" class="show-more-less__list show-more-less__list--hide-after-0" data-impression-id="learning-course_toc-section_show-more-less"> <li class="toc-item"> <a data-tracking-control-name="learning-course_tocItem" data-tracking-will-navigate href="https://www.linkedin.com/learning/asking-great-sales-questions-5/ask-effective-questions?autoplay=true&trk=learning-course_tocItem" class="toc-item__link" aria-current="false"> <span class="a11y-text">(Locked)</span> <icon class="table-of-contents__item-status table-of-contents__item-status--locked" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cfu0devb5o77ym5x8vv0oilfz" data-svg-class-name="table-of-contents__item-status-svg--locked"></icon> <div class="table-of-contents__item-details"> <div class="table-of-contents__item-title"> Ask effective questions </div> <div class="table-of-contents__item-duration"> 1m 13s </div> </div> </a> </li> </ul>  </div> </li> </ul> </section> </section> </main> <div class="pre-footer "> <section class="core-section-container my-3 price-disclaimer">    <div class="core-section-container__content break-words"> <p class="price-disclaimer__copy"> <sup class="price-disclaimer__copy--sup">*</sup>Price may change based on profile and billing country information entered during Sign In or Registration </p> </div> </section> <section class="tw-linkster bg-cool-gray-20 browse-map" data-impression-id="learning-course_linkster" data-js-module-id="linkster"> <div class="max-w-screen-content-max-w w-full flex justify-between my-0 mx-auto mamabear:px-3 babybear:px-2 babybear:flex-col"> <div class="flex-1 w-1/2 pt-2 pr-4 pb-4 pl-0 babybear:pb-2 babybear:w-full babybear:border-b-1 babybear:border-solid babybear:border-color-border-low-emphasis babybear:last:border-b-0"> <h3 class="text-md font-bold text-color-text leading-open"> Explore Business Topics </h3> <ul class="my-1"> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/business-analysis-and-strategy?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Business Analysis and Strategy </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/business-software-and-tools?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Business Software and Tools </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/career-development-5?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Career Development </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/customer-service-3?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Customer Service </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/diversity-equity-and-inclusion-dei?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Diversity, Equity, and Inclusion (DEI) </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/finance-and-accounting?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Finance and Accounting </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/human-resources-3?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Human Resources </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/leadership-and-management?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Leadership and Management </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/marketing-2?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Marketing </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/professional-development?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Professional Development </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/project-management?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Project Management </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/sales-3?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Sales </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/small-business-and-entrepreneurship?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Small Business and Entrepreneurship </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/training-and-education?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Training and Education </a> </li> </ul> <a class="link tw-linkster-general-link" aria-label="See all business courses" href="https://www.linkedin.com/learning/topics/business?trk=learning-course_browsemap_general-link" data-tracking-control-name="learning-course_browsemap_general-link" data-tracking-will-navigate> See all </a> </div> <div class="flex-1 w-1/2 pt-2 pr-4 pb-4 pl-0 babybear:pb-2 babybear:w-full babybear:border-b-1 babybear:border-solid babybear:border-color-border-low-emphasis babybear:last:border-b-0"> <h3 class="text-md font-bold text-color-text leading-open"> Explore Creative Topics </h3> <ul class="my-1"> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/aec?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> AEC </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/animation-and-illustration?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Animation and Illustration </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/audio-and-music?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Audio and Music </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/graphic-design?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Graphic Design </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/motion-graphics-and-vfx?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Motion Graphics and VFX </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/photography-2?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Photography </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/product-and-manufacturing?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Product and Manufacturing </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/user-experience?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> User Experience </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/2015-54?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Video </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/visualization-and-real-time?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Visualization and Real-Time </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/web-design?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Web Design </a> </li> </ul> <a class="link tw-linkster-general-link" aria-label="See all creative courses" href="https://www.linkedin.com/learning/topics/creative?trk=learning-course_browsemap_general-link" data-tracking-control-name="learning-course_browsemap_general-link" data-tracking-will-navigate> See all </a> </div> <div class="flex-1 w-1/2 pt-2 pr-4 pb-4 pl-0 babybear:pb-2 babybear:w-full babybear:border-b-1 babybear:border-solid babybear:border-color-border-low-emphasis babybear:last:border-b-0"> <h3 class="text-md font-bold text-color-text leading-open"> Explore Technology Topics </h3> <ul class="my-1"> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/artificial-intelligence?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Artificial Intelligence (AI) </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/cloud-computing-5?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Cloud Computing </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/security-3?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Cybersecurity </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/data-science?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Data Science </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/database-management?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Database Management </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/devops?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> DevOps </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/hardware?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Hardware </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/it-help-desk-5?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> IT Help Desk </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/mobile-development?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Mobile Development </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/network-and-system-administration?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Network and System Administration </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/software-development?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Software Development </a> </li> <li class="tw-link-column-item"> <a class="link tw-linkster-link" href="https://www.linkedin.com/learning/topics/web-development?trk=learning-course_browsemap_link" data-js-module-id="link-column-link" data-tracking-control-name="learning-course_browsemap_link" data-tracking-will-navigate> Web Development </a> </li> </ul> <a class="link tw-linkster-general-link" aria-label="See all technology courses" href="https://www.linkedin.com/learning/topics/technology?trk=learning-course_browsemap_general-link" data-tracking-control-name="learning-course_browsemap_general-link" data-tracking-will-navigate> See all </a> </div> </div> </section> </div> <footer class="li-footer bg-transparent w-full "> <ul class="li-footer__list flex flex-wrap flex-row items-start justify-start w-full h-auto min-h-[50px] my-[0px] mx-auto py-3 px-2 papabear:w-[1128px] papabear:p-0"> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <span class="sr-only">LinkedIn</span> <icon class="li-footer__copy-logo text-color-logo-brand-alt inline-block self-center h-[14px] w-[56px] mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/e12h2cd8ac580qen9qdd0qks8"></icon> <span class="li-footer__copy-text flex items-center">© 2024</span> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://about.linkedin.com?trk=d_learning_course_video_guest_footer-about" data-tracking-control-name="d_learning_course_video_guest_footer-about" data-tracking-will-navigate> About </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/accessibility?trk=d_learning_course_video_guest_footer-accessibility" data-tracking-control-name="d_learning_course_video_guest_footer-accessibility" data-tracking-will-navigate> Accessibility </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/legal/user-agreement?trk=d_learning_course_video_guest_footer-user-agreement" data-tracking-control-name="d_learning_course_video_guest_footer-user-agreement" data-tracking-will-navigate> User Agreement </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/legal/privacy-policy?trk=d_learning_course_video_guest_footer-privacy-policy" data-tracking-control-name="d_learning_course_video_guest_footer-privacy-policy" data-tracking-will-navigate> Privacy Policy </a> </li>  <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/legal/cookie-policy?trk=d_learning_course_video_guest_footer-cookie-policy" data-tracking-control-name="d_learning_course_video_guest_footer-cookie-policy" data-tracking-will-navigate> Cookie Policy </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/legal/copyright-policy?trk=d_learning_course_video_guest_footer-copyright-policy" data-tracking-control-name="d_learning_course_video_guest_footer-copyright-policy" data-tracking-will-navigate> Copyright Policy </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://brand.linkedin.com/policies?trk=d_learning_course_video_guest_footer-brand-policy" data-tracking-control-name="d_learning_course_video_guest_footer-brand-policy" data-tracking-will-navigate> Brand Policy </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/psettings/guest-controls?trk=d_learning_course_video_guest_footer-guest-controls" data-tracking-control-name="d_learning_course_video_guest_footer-guest-controls" data-tracking-will-navigate> Guest Controls </a> </li> <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <a class="li-footer__item-link flex items-center font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover focus:text-color-link-focus" href="https://www.linkedin.com/legal/professional-community-policies?trk=d_learning_course_video_guest_footer-community-guide" data-tracking-control-name="d_learning_course_video_guest_footer-community-guide" data-tracking-will-navigate> Community Guidelines </a> </li>  <li class="li-footer__item font-sans text-xs text-color-text-low-emphasis flex flex-shrink-0 justify-start p-1 relative w-50% papabear:justify-center papabear:w-auto"> <div class="collapsible-dropdown collapsible-dropdown--footer collapsible-dropdown--up flex items-center relative hyphens-auto language-selector z-2">  <ul class="collapsible-dropdown__list hidden container-raised absolute w-auto overflow-y-auto flex-col items-stretch z-1 bottom-[100%] top-auto" role="menu" tabindex="-1"> <li class="language-selector__item" role="presentation">  <button aria-label="العربية (Arabic)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ar_AE" data-locale="ar_AE" role="menuitem" lang="ar_AE"> العربية (Arabic) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="বাংলা (Bangla)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-bn_IN" data-locale="bn_IN" role="menuitem" lang="bn_IN"> বাংলা (Bangla) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Čeština (Czech)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-cs_CZ" data-locale="cs_CZ" role="menuitem" lang="cs_CZ"> Čeština (Czech) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Dansk (Danish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-da_DK" data-locale="da_DK" role="menuitem" lang="da_DK"> Dansk (Danish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Deutsch (German)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-de_DE" data-locale="de_DE" role="menuitem" lang="de_DE"> Deutsch (German) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Ελληνικά (Greek)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-el_GR" data-locale="el_GR" role="menuitem" lang="el_GR"> Ελληνικά (Greek) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="English (English) selected" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link--selected" data-tracking-control-name="language-selector-en_US" data-locale="en_US" role="menuitem" lang="en_US"> <strong>English (English)</strong> </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Español (Spanish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-es_ES" data-locale="es_ES" role="menuitem" lang="es_ES"> Español (Spanish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="فارسی (Persian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-fa_IR" data-locale="fa_IR" role="menuitem" lang="fa_IR"> فارسی (Persian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Suomi (Finnish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-fi_FI" data-locale="fi_FI" role="menuitem" lang="fi_FI"> Suomi (Finnish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Français (French)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-fr_FR" data-locale="fr_FR" role="menuitem" lang="fr_FR"> Français (French) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="हिंदी (Hindi)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-hi_IN" data-locale="hi_IN" role="menuitem" lang="hi_IN"> हिंदी (Hindi) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Magyar (Hungarian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-hu_HU" data-locale="hu_HU" role="menuitem" lang="hu_HU"> Magyar (Hungarian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Bahasa Indonesia (Indonesian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-in_ID" data-locale="in_ID" role="menuitem" lang="in_ID"> Bahasa Indonesia (Indonesian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Italiano (Italian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-it_IT" data-locale="it_IT" role="menuitem" lang="it_IT"> Italiano (Italian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="עברית (Hebrew)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-iw_IL" data-locale="iw_IL" role="menuitem" lang="iw_IL"> עברית (Hebrew) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="日本語 (Japanese)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ja_JP" data-locale="ja_JP" role="menuitem" lang="ja_JP"> 日本語 (Japanese) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="한국어 (Korean)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ko_KR" data-locale="ko_KR" role="menuitem" lang="ko_KR"> 한국어 (Korean) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="मराठी (Marathi)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-mr_IN" data-locale="mr_IN" role="menuitem" lang="mr_IN"> मराठी (Marathi) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Bahasa Malaysia (Malay)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ms_MY" data-locale="ms_MY" role="menuitem" lang="ms_MY"> Bahasa Malaysia (Malay) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Nederlands (Dutch)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-nl_NL" data-locale="nl_NL" role="menuitem" lang="nl_NL"> Nederlands (Dutch) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Norsk (Norwegian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-no_NO" data-locale="no_NO" role="menuitem" lang="no_NO"> Norsk (Norwegian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="ਪੰਜਾਬੀ (Punjabi)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-pa_IN" data-locale="pa_IN" role="menuitem" lang="pa_IN"> ਪੰਜਾਬੀ (Punjabi) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Polski (Polish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-pl_PL" data-locale="pl_PL" role="menuitem" lang="pl_PL"> Polski (Polish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Português (Portuguese)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-pt_BR" data-locale="pt_BR" role="menuitem" lang="pt_BR"> Português (Portuguese) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Română (Romanian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ro_RO" data-locale="ro_RO" role="menuitem" lang="ro_RO"> Română (Romanian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Русский (Russian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ru_RU" data-locale="ru_RU" role="menuitem" lang="ru_RU"> Русский (Russian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Svenska (Swedish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-sv_SE" data-locale="sv_SE" role="menuitem" lang="sv_SE"> Svenska (Swedish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="తెలుగు (Telugu)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-te_IN" data-locale="te_IN" role="menuitem" lang="te_IN"> తెలుగు (Telugu) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="ภาษาไทย (Thai)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-th_TH" data-locale="th_TH" role="menuitem" lang="th_TH"> ภาษาไทย (Thai) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Tagalog (Tagalog)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-tl_PH" data-locale="tl_PH" role="menuitem" lang="tl_PH"> Tagalog (Tagalog) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Türkçe (Turkish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-tr_TR" data-locale="tr_TR" role="menuitem" lang="tr_TR"> Türkçe (Turkish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Українська (Ukrainian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-uk_UA" data-locale="uk_UA" role="menuitem" lang="uk_UA"> Українська (Ukrainian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Tiếng Việt (Vietnamese)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-vi_VN" data-locale="vi_VN" role="menuitem" lang="vi_VN"> Tiếng Việt (Vietnamese) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="简体中文 (Chinese (Simplified))" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-zh_CN" data-locale="zh_CN" role="menuitem" lang="zh_CN"> 简体中文 (Chinese (Simplified)) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="正體中文 (Chinese (Traditional))" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-zh_TW" data-locale="zh_TW" role="menuitem" lang="zh_TW"> 正體中文 (Chinese (Traditional)) </button> </li>  </ul> <button class="language-selector__button select-none relative pr-2 font-sans text-xs font-bold text-color-text-low-emphasis hover:text-color-link-hover hover:cursor-pointer focus:text-color-link-focus focus:outline-dotted focus:outline-1" aria-expanded="false" data-tracking-control-name="footer-lang-dropdown_trigger"> <span class="language-selector__label-text mr-0.5 break-words"> Language </span> <icon class="language-selector__label-chevron w-2 h-2 absolute top-0 right-0" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/cyolgscd0imw2ldqppkrb84vo"></icon> </button> </div> </li> </ul>  </footer> <script src="https://static.licdn.com/aero-v1/sc/h/eh08muqvrde4h3hc6koyij5ti" async></script>  <script src="https://static.licdn.com/aero-v1/sc/h/ek2tdg64hm7rdsrulg3lyo2vc" async defer></script> <script data-delayed-url="https://static.licdn.com/aero-v1/sc/h/81wy0f4hfrhoilx9eqdwg202z" data-module-id="media-player"></script> <code id="trackingData" style="display: none"></code> <code id="alcOnlyData" style="display: none"></code> </body> </html>

CINXE.COM

Drive urgency to change - Asking Great Sales Questions Video Tutorial | LinkedIn Learning, formerly Lynda.com