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…

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.

Tactics on how to deal with potential concerns, apprehensions and potential risks prospects may have.  

Identify the prospect's budget. Help them qualify their "pains" and their willingness to invest, as well as their ability to find the money even if it hasn't been budgeted.

Learn how to get a commitment, good preliminary agreements, and a "yes" or "no" decision. Stay focused when getting a "no" answer, find your prospect's conviction level, and ensure you always know what will happen next.

Ever get intimidated selling to Presidents or higher ups? Do you find it difficult getting through all the assistants and coordinators just to find out you’ve got the wrong VP? We’ll provide rational tactics to get decision-makers attention and obtain appointments while working through gatekeepers and the like. Hone your communication skills with powerful, demanding decision makers.

Bring a case study (or an acutely stressful sales deal) to class; we'll dissect it and show you how to win it. Come prepared to share.

You’re close to the end of your sales process. Soon you’ll be asked to present your proposal. Learn how to set the rules for comparison and understand why positioning your offering is crucial to a victory.