Mastering “Impact Questions” That Move Buyers Toward the Sale

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.