The two fundamental pillars that support an effective communication platform are Questioning and Listening. Once we move our conversation with the customer from a personal to business agenda, we need to find out what their business challenges and needs are. Without such information, we may not be able to present our solutions effectively, making all of our efforts difficult and our time wasteful. There are various questioning techniques we can use but exactly which technique is best applied and for what finer purpose? Furthermore, if we asked powerful questions but we do not listen actively, we would not be able to maximize our impact from those questions. When we combine these two pillars, we can discover the customer’s true challenges and needs, and tailor our subsequent selling conversations to address and meet those needs effectively.
This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to achieve the greatest satisfaction at every given opportunity when discovering the needs of your customers every time.
Speed Selling 4: Discovery focuses on the following areas:
