Description

Duration: 1:06:09 | Item: ODW-004 | How many times have you been with a buyer and realized that nothing you SAY will possibly move him? He needs your product. He should buy it. You’ve laid it all out in black and white. But no sale.

The reality is that the things we say about our products 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 get at real motives. That’s when sales occur.

But not just any questions will do. You 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 in a sale, such as your customers’ budgetary process, buying criteria, authority in making the decision, motives for buying and time-frame to take action. Impact Questions help customers focus on, and sometimes even DISCOVER, their real needs, putting you in a position where customers perceive you as THE solution to their problems.

At the end of this Webinar-CD, participants will know how to devise “Impact Questions” that will allow them to accelerate the process of:

Developing powerful business relationships Identifying the most promising opportunities Uncovering critical buying needs Motivating customers to overcome procrastination Positioning themselves as a trusted business advisors

Minimizing objections Eliminating competitive threats Engaging higher-level decision-makers and hidden influencers Closing sales.