Qualifying

 

Qualifying Interactive Online Workshop
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Ask the right questions. Listen. Identify and confirm your assumptions.
Overview
Nothing impacts the discovery of new opportunities more than the ability and skill to ask thoughtful, relevant, and insightful questions. In this workshop, we share a four-step process for asking impactful questions. We emphasize the importance of asking questions from the initial contact to the close. We review the barriers that keep us from asking questions with options to overcome them. We stress salespeople need to stop telling, stop assuming, and start asking questions.
Topics Covered
  • The power of questions.
  • Successful people ask great questions.
  • The power of questions.
  • Obstacles to asking questions. Why don’t we ask enough questions?
  • Develop superior questions.
  • So you’ve asked, now listen.
  • Methods to improve listening.
  • Assumptions impede our ability to ask questions and listen.
Learning Objectives
  • Identify what keeps you from asking great questions and listening to prospects.
  • Develop methods to improve questioning and listening skills.
  • Identify assumptions that prevent you from winning business.
Desired Outcomes
  • Ask more questions, speak less.
  • Recognize and challenge assumptions.
Follow-Up Assignment (Optional)

Create five qualifying questions from each questioning category discussed in the session.
Register Now!
60 minutes. $139.00 per attendee. $98 per attendee for groups of five or more.
Wednesday, July 24, 2019, at 2 PM EDT or 11 AM PDT.
Click here to register.
See our public course schedule for locations and dates.
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