Ask the right questions - every time - that turn prospects into customers, and customers into loyal customers.
Ever feel like you have great solutions but customers won't listen? Or they listen but don't act? The reality is that what we say does little to persuade prospects. It's when we ask the right QUESTIONS, we're able to uncover what they really value (and it's rarely price). That's when the sale occurs. But not any questions will do. You need a plan. Learn how to develop great questions that zero in on the key motives that will prompt customers into action. When you ask the right questions, you empower your customers to discover for themselves the answers they're looking for, while positioning yourself as the ideal solution to their needs. The results: more sales with less effort.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Close More Sales With the Right Questions
- Learn Why Most of the Questions You Ask Now Are Costing You Money and Opportunities
- Solution Selling Begins With Asking
- Up-Sell and Cross-Sell by Asking Power Probing Questions
Sell at Higher Margins and Shorten Your Sales Cycle
- Engage Customers Who Make the Decision
- Ask the Right Questions to Avoid Stalls, Put-Offs and Objections
- Stretch Your Customer's Comfort Zone to See You as the Ideal Solution
The Right Questions Lead to the Right Outcomes
- Uncover What They're Not Telling You but You Need to Know
- Learn How to Get a Guarded Person to Divulge Critical Buying Information
- Listen for the Trigger Words That Elicit Emotions - Clues You Need to Sell to
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on May 4, 2016.
Call 1-866-352-9540 for further credit information.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Paul Cherry
Performance Based Results
- Founder and president of Performance Based Results (www.pbresults.com)
- Worked with more than 1,200 clients including Johnson & Johnson, BlueCross, Philips, DOW, Hilton, Wells Fargo, US Department of Energy
- 92% of clients realize a 10 times return-on-investment
- Recognized as the leading authority on client engagement strategies, he wrote AMA-COM’s top selling sales book, Questions That Sell: The Powerful Process to Discover What Your Customer Really Wants and Questions That Get Results: Innovative Ideas Managers Can Use to Improve their Teams Performance (John Wiley)
- Wrote The Closer: Be the Successful Sales Pro: Steal the Lead, Seal the Deal
- Published more than 250 articles
- Featured in Investor’s Business Daily, Selling Power, Kiplinger's, and INC. magazine
- Can be contacted at 302-478-4443 or [email protected]
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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