Asking the Right Questions to Identify Your Clients Needs CEU



PRICE: $25 for ESA members/ $35 for non-members (NOTE: Membership will be validated post purchase)

This one-hour online course provides students an overview of identifying the needs of a new client in the sales process.

Course Description

Are you asking the right questions to identify your clients’ needs? This course focuses on the art of active listening and effective questioning in order to identify those needs. After taking this course students should be able to discuss open ended and close ended questions, and identify the difference between the two. Students will also be able to identify the six principles of selling.  

What to Expect in the Online Course:

The course is delivered using a presentation style that is built off the exact same content covered in our instructor led course.  The presentation includes text,audio, graphics, videos and activities to help you absorb the information presented. This course has a short quiz at the end which you will be required to pass with a 70% or greater to complete the course.  

NOTE:  Not all state regulatory agencies allow online courses for licensing or CEUs.  Please check with your licensing agency prior to taking this course for licensing.


1 hour
Must spend 1 hour in class

Add to Cart

Detailed Course Outline:

Course Learning Objectives

  • Define the meaning of the Identifying Needs stage and explain its purpose
  • Describe the two critical skills used in Identifying Needs; Active Listening and Effective Questioning
  • Explain the difference between open ended and close ended questions and the purpose of each
  • Define the purpose of qualifying a customer and how it is treated in residential versus commercial situations