Taking Control of the Sales Call

Title: Taking Control of the Sales Call

Description:

Taking Control of the Sales Call
Jim Dunn

Add To Cart - Audio CD ($39/cd)
Add To Cart - Immediate Download ($39/download)
Add To Cart - $249 Individual Training Package includes all the downloads on this site plus all upcoming live teleseminars. (Click here for details.)

What is the secret to more sales, better sales, bigger sales and repeat sales?

Better questioning. The better the question, the better the information. The better the information the better solution.

But the real question is: what’s a good question?

The Pin Point Questioning Workshop takes the mystery out of the questioning process and helps you become a better, more insightful and more valuable questioner. It will help you develop not only a list of good question but more importantly, list of the right questions to ask your clients and prospects at the right time. Pin Point questioning presents you with a veritable ‘buffet’ of questions that you can pick, choose and use in any number of circumstances from rapport building to needs analysis to questioning to objections handling and to closing.

Here is just some of what you will learn:

The 3 reasons why most sales reps are poor or ineffective questioners
The five obvious … and not so obvious …benefits of questioning
Insightful questions that ease the client into opening up and building rapport
History questions that get your client to “reflect” on past successes and challenges
Questions that help you explore existing vendor relationship … give you an inside edge on how to penetrate the account
Using “scenario questions” to identify problems and challenges without putting the client ‘on the spot’
Fundamental qualifying questions to help you determine if you’re watering a dead plant
The powerful “If” question that get clients to take ownership of problems and opportunities
How to use trigger phrases to keep the questioning flowing
Questions that help analyze and expand the depth and the breadth of a problem
How to use questions to leverage buying signals and make the most of an opportunity
Why and how to use trial questions to help advance and close the sale
Questions that gage and GET commitment
The 7 best closing questions and why they work
The most effective way to ask for (and get) referrals and references
How to use questions to respond to objections
Can you ask a “dumb” question?

Simply put, Pin Point Questioning will help make you a more effective sales rep. It will help you get better information. It will position you as a value added resource; as a true consultant. At the end of the day, Pin Point Questioning will help you sell more products and services in less time! Period.