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Friday, May 12, 2017

How to Ask the Right Questions to Win Sales

Friday, May 12, 2017
08:30 AM - 10:30 AM

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Course Information

The information you gather from your clients and prospects forms the heart of the solutions you present. What you learn can shape how you position your offering, how you appeal to your buyer and how you demonstrate value. Too often, salespeople jump ahead to selling before they have thoroughly explored a buyer’s wants, needs and motives.  This creates a situation where you may have enough information to present the right product, but not nearly enough background to frame your offer in a way that makes your client see the unique value you bring to the table and how it fits precisely in their world.

Join us for this two-hour workshop and: 

  • Learn a proven relational sales approach to questions
  • Identify the key areas we should be clear on as it relates to our customers’ situation and needs
  • Use a client-focused questioning model to uncover the information that we need to know to sell value
  • Develop a simple strategy to transition from asking questions to discussing your product or service

In this workshop, we will cover a cricical step in the Dale Carnegie Sales Process – asking the right questions. We will look at a needs analysis that takes us beyond transactional requirements, and also share a questioning structure to guide us through the discovery conversation.  When done well, this positions us to present our recommendation in a way that is compelling and exciting to our prospect. 

 

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Location

The W - City Center
172 W. Adams Street
Chicago, Illinois 60603
United States
630-390-6050

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Who Should Attend

This event is created for sales team members, managers and directors as well as customer relationship representatives and account managers. 
 

Outline

  • Learn a proven relational sales approach to questions
  • Identify the key areas we should be clear on as it relates to our customers’ situation and needs
  • Use a client-focused questioning model to uncover the information that we need to know to sell value
  • Develop a simple strategy to transition from asking questions to discussing your product or service
 
 

1333 Butterfield Road, Suite 140, Downers Grove, IL 60515, US
P:630-390-6050

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Dale Carnegie of Illinois offers workplace training & development throughout the state, including leadership, corporate & sales training programs in Chicago.
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