The Art & Science of Asking Questions

Selling is both an art and a science. This becomes very apparent when a sales person comes face-to-face with a prospect. Preparation is essential but it is always difficult to prepare exactly what you want to say or ask in advance because prospects don't follow a script.

Understanding some of the simple rules and principles of asking questions provided in this session will help you prepare, anticipate and close more business, more quickly.

Covered Topics:

• Understand the fundamentals of question asking, what types of questions to ask as well as how to get beneath the questions asked by your prospect
• Tailor questions specifically important to the CEO
• Learn a 'drill down' questioning technique to fully uncover a prospect's pain for your product or solution
• More effectively and courageously ask your prospect questions about leaving their current provider and budget issues
• Develop a unique selling approach so that you don't sound like all the others!

Webcasts, audio conferences, and podcasts are presentations that you attend via the Internet, phone, or mobile device at a specified date and time for "live" versions, or at your convenience for "recorded" and "On-Demand" versions.

The live versions are interactive, meaning that participants can ask questions in real time, plus are a very cost-effective form of training because 1) you receive fast, convenient learning without any out-of-office time; 2) you can invite as many colleagues as you'd like to listen in on a single phone line; 3) you incur no travel expenses; and 4) you and your colleagues are back at work immediately after the session ends!

And though with recorded versions you do lose the ability to ask questions, you gain the ability to hear the presentation numerous times and to share it with others in your office.

Handout materials and the phone number for live presentations are made available to you prior to the event via email from the presenter and from the "MyAccount" link on the menu bar. Copies of the presentations are included with recorded versions.

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