COURSE DESCRIPTION: It’s too simple to say that great salespeople ask questions and listen (as opposed to talking too much). Of course that’s true, but it’s not the full story. Great salespeople succeed because they ask the RIGHT questions.
But what are they? Conventional wisdom today says you should ask questions to “uncover the prospect’s pain,” and then say things like, "If you felt our program could help your company reduce overhead, is that something you would want to know more about?"
Best-selling author and trainer Stephan Schiffman turns that wisdom on its head. He thinks this sort of questioning is manipulative and that the “finding the pain” strategy is overblown. In this 60-minute session he’ll explain a completely different approach based on what he calls “do-based” questions – that is, questions designed to get prospects talking about what they did in the past, are doing right now, and plan to do in the future. When you do that, you open an unexpectedly candid, engaging dialogue that will help guide you through the sale.
Participants in this course will learn:
- The six core “do” questions that will engage your prospects and vastly increase your likelihood of closing them
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How asking “do-based” questions can enhance performance in the “four key selling areas”
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Why the concept of time is so important in the sales process -- when to ask certain questions, and why you need to inquire about the past, present and future
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What to do when you’re stymied by the “status quo” – when the prospect seems to have no need to change
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Which questions to avoid asking
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Which questions will instantly clarify your contact's level of influence and authority
ABOUT THE SPEAKER: Stephan Schiffman is president of the sales training company D.E.I. Management Group, Inc. He is the author of several books including Cold Calling Techniques (That Really Work!), Power Sales Presentations, The 25 Most Common Sales Mistakes, The 25 Habits of Highly Successful Salespeople, Asking Questions, Winning Sales, Make It Happen Before Lunch, 25 Sales Skills They Don’t Teach at Business School, Getting to "Closed," and Telesales.
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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