COURSE DESCRIPTION: In Sales 101 we all learned that “Discovery” – questioning prospects to learn their true needs – is a critical phase of the selling process. We learned that in complex sales it’s impossible to effectively “map” needs to solutions unless you really understand the customers “pain.” Discovery is all about “finding the pain.”
Sounds easy enough. But it’s difficult because it requires one of the hardest things a human being can be asked to do … listen. No surprise that among salespeople, “discovery” skills reflect a standard bell curve. A handful wouldn’t spot an opportunity if it were written on a prospect’s forehead. A small percentage listen so intently and dig so deeply that they find the needle in the haystack almost every time. But most are average. They haven’t mastered the probing and listening skills that allow superstars to achieve breakthrough results.
But not just any questions will do. You need a plan. In this Webinar participants will learn two questioning techniques that will lead to breakthrough results:
- The Five Whys. You’ll learn how to have a “threaded” conversation that gets buyers to reveal – and sometimes even DISCOVER -- their true needs
- Impact questions. You’ll learn how to craft questions that hone in on the key issues that really matter in a sale, such as your customers’ budgetary process, buying criteria, authority in making the decision, motives for buying and time-frame to take action. Impact Questions also help focus on their real needs, putting you in a position where customers perceive you as THE solution to their problems.
At the end of this conference, participants will know how to devise “Impact Questions” that will allow them to accelerate the process of:
- Developing powerful business relationships
- Identifying the most promising opportunities
- Uncovering critical buying needs
- Motivating customers to overcome procrastination
- Positioning themselves as a trusted business advisors
- Minimizing objections
- Eliminating competitive threats
- Engaging higher-level decision-makers and hidden influencers
- Closing sales.
ABOUT THE SPEAKER: Paul Cherry is President of Performance Based Results www.pbresults.com an international sales and sales leadership training organization. He has more than 19 years experience in sales, management, executive leadership and performance improvement strategies. Johnson & Johnson, Medtronic, Blue Cross, Comcast, Moody’s, Shell, Harley Davidson, Tyco, Nashville Predators, Pepsi Cola, Prudential, and Wells Fargo are just a few of the 1,200 clients who Paul has worked with. To date, more than 20,000 individuals have benefited from his assessment and coaching programs to achieve greater success, both personally and professionally. Paul is author of Questions That Sell published by The American Management Association in April 2006. He has also published over 125 articles for leading business and sales publications.
 MONEY-BACK GUARANTEE: We're so confident you'll get what you want out of this conference that we'll refund your full fee if you’re not satisfied. It's risk-free.
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