Mastering “Impact Questions” That Move Buyers Toward the Sale

Duration: 60 minutes

You’re talking to a prospect who needs and should buy your product. You’ve laid it all out but nothing you say moves him to close. The reality is that the things we say about our products often have little impact. But when we ask the right questions, ones that engage customers at an emotional level, we’re able to drill down and uncover real motives. And THAT’S when sales occur. This webinar will give you a framework for asking the right questions at the right time. (more details below)


WHY ATTEND

Using smart questions to move a sale forward isn’t a breakthrough concept. But not just any questions will do. Salespeople need a plan. During this program, you will learn techniques for crafting what we call “Impact Questions” that hone in on the key issues that really matter to your customer and lead to breakthrough results. Key issues like: budgetary processes, buying criteria, motives for buying and time-frame for taking action.

Impact Questions help customers focus on, and sometimes even discover for themselves, their real needs. This immediately puts you in a position where the customer perceives you as THE solution to their problems.

LEARNING OBJECTIVES

At the end of this conference, participants will know how to craft and employ “Impact Questions” that will allow them to accelerate the process of:

  • Identifying the most promising opportunities
  • Uncovering critical buyer needs
  • Positioning themselves as a trusted business advisor
  • Handling objections
  • Pushing through customer procrastination
  • Eliminating competitive threats
  • And most importantly: Closing sales!

                                          ABOUT THE SPEAKER

                                          Paul Cherry is President of Performance Based Results, an international sales and leadership training organization and has taught more than 250,000 sales professionals to date. Johnson & Johnson, GlaxoSmithKline, Blue Cross, DuPont, Comcast, Moody’s, Shell Oil, Harley Davidson, and Wells Fargo are just a few of the 1,200 clients Paul has worked with. He has written over 150 articles for leading industry publications, including Selling Power, Investor’s Business Daily, Sales Training Camp, RainToday, Master Salesmanship, and Value Added Selling, among others. Paul is also the author of Questions That Sell, published by AMACOM Books in 2006. Paul has more than 19 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul is also an adjunct faculty member at The University of Phoenix and a guest lecturer at The Iacocca Institute at Lehigh University.

                                          What You Get With Each Option

                                          Live Recording

                                          Live Only

                                          Participation in the live upcoming webinar

                                          Recording

                                          Recording Only

                                          Full MP4 recording of webinar, including Q&A (digital download).

                                          Live and Recording

                                          Live + Recording

                                          Participation in the live webinar + Full MP4 Recording (digital download).

                                          Event Package

                                          Event Value Pack

                                          Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. (digital download)

                                          What You Get With Each Option close

                                          Live Recording

                                          Live Only

                                          Participation in the live upcoming webinar

                                          Recording

                                          Recording Only

                                          Full MP4 recording of webinar, including Q&A (digital download).

                                          Live and Recording

                                          Live + Recording

                                          Participation in the live webinar + Full MP4 Recording (digital download).

                                          Event Package

                                          Event Value Pack

                                          Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. (digital download)

                                          About Webinar Connections close

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