Questioning for Needs, Wants, and Desires is something every salesperson needs to learn how to do well. Presentation skills are important, but WHEN and WHAT to present is even more important. Most salespeople begin presenting solutions too soon! There is an art to discovering what prospects really want, and it’s done with proper questioning techniques.
In this session you will learn:
- How to get your prospect to agree to answer your questions.
- What your ‘Differentiating Factors’ are, and how to position them with your prospects.
- How to discover the REAL issues that your competition may never know about.
- What is causing your prospects to lose time and money, and what causes them frustration and pain.
- How to probe for those underlying Needs, Wants, and Desires important to your prospects.
- Usable techniques to break down the resistance from your prospects.
- How to separate yourself from your competitors quickly and easily.
- How to develop a relationship early on, so the rest of the sales process goes more smoothly.
- Why prospects are 400% more likely to buy when they feel heard.
Contact Kirkeby Resources today to schedule this workshop for your organization.
