They’ve mastered prospecting, scoped out hot leads, and succeeded in getting their foot in the door. So far, your salespeople are off to a great start. But at this moment, they’re sitting face-to-face with their next (hopefully) new customer, and after an engaging opening, they stop and think, ‘hmm… now what?’ It’s time to shift the focus to the customer. So before your salespeople have the chance to jeopardize their next big deal, make sure they know how to keep the customer engaged, uncover their needs, learn their decision-making strategies, and know what not to say. Teach them what to ask—and how to listen. Sales Essentials: What to Ask & How to Listen, the fourth module of the in-depth training series, shows salespeople how to ask the right questions, avoid communication shut downs, maximize business discussions, and learn valuable active listening skills that will move the customer relationship forward.
• Discover the questions that uncover customer needs
• Identify customer needs and challenges
• Learn how to use active listening to better understand customers
• Develop strategies for business discussions that get results