Session 2b - Questioning Skills
Driving to Close • 3m 22s
In this session we review the art and science of questioning and how to use the various types of questioning at the different stages of the sales process to get what we want.
You will walk away with:
- An understanding of open-ended, close-ended and layering questions and when and how to use each
- The difference between pain and pleasure questioning and why it’s important to focus on both
- The critical factor of having a reason for your questions
Up Next in Driving to Close
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Session 2c - The Perfect Meeting
In this session we walk through a process for how to prepare for meetings with the Perfect Meeting structure with the goal of elevating our questioning and the engagement level of the client.
You will walk away with:
- Why most meetings are a waste of time based on the approach we take as sales... -
Session 3 - Proactive Objection Handling
In this session we explore why objections are so challenging for most sales reps to deal with and how to put ourselves in the best position possible to handle them effectively.
You will walk away with:
- The reason the client usually wins when it comes to objections
- Why it’s so important to b... -
Session 4 - Closing
In this session we talk about the challenge of closing and why it’s important to not only think of closing at the end of the sale process. Closing happens at every stage of the sales process and we need to practice and use the various techniques to be successful.
You will walk away with:
- The ...
