Learn how to help the prospect do the talking. Know what questions to ask and why you are asking them (use how and why questions). Know the “pains” your company can solve, and how not to get emotionally involved.

Effective Listening and Essential Questions In the back of your mind, have you always wondered what those extraordinary questions are that million-dollar producers ask? How do they know so much about the client’s process? How do they get the work without submitting a proposal? In this session you will learn the art and science of dialogue command. You’ll discover how asking a well-crafted question at the appropriate time will yield your desired effect and response. Walk into your next sale…

Know what must be done and why. Develop action plans that can be followed. Identify possible obstacles and plans to deal with them. Create checkpoints and debrief daily.

Learn to: Determine what you really have to sell: your “Differentiating Value.” l Identify the pivotal point where sales are made or lost. l Define emotional vs. logical prospects and their decision-making process. l Help your prospect create the budget for your product or service. l Sell to committees effectively. l Identify/eliminate competitive threats. l Move from prospecting to business development. l Reach prospects with email, direct mail and voice mail. l Develop your 20-second introduction. l Prevent commoditization of…

To make a sale you must first understand your prospect's pain. This clinic will help you design questions to identify a prospect's pain — and convey the pain of doing business without you.