Unearthing Needs & Wants – Webinar/WebEx/Skype Workshop

Overview

This workshop will provide you with the key questioning and listening skills to really understand the needs, wants and requirements of your prospects and clients.

The era of “show up and throw up” selling is well and truly over. Today, your clients need a good listening to rather than a good talking to!

This workshop will equip you with the techniques to ask different types of questions so you can easily match and then position your products and services as the only viable solution.

Objectives

By the end of this workshop, you will be able to:

Understand the importance of questioning and listening skills
Reverse engineer questions to play to your product/services strengths
Plan out effective questioning strategies
Construct effective questions to unearth needs and wants
Build pain inducing questions to create some impetus to change
Create questions for challenging the status quo

Workshop Outline

Duration: 60 or 120 minute versions (including a short break)

Materials: Virtual handouts provided to work through

Objectives of this workshop
Why a consultative approach is a must
The role that questioning and listening plays in the success of a sales person
What does excellence look like? What are we trying to achieve?
Different types of questions that you can ask
How to take your benefits and features and reverse engineer questions around them
Introduction to 450 sales questions template and how use it for every sales situation
How to plan and prepare for each of your sales meetings
How well do you really listen? Take the test
Improving your listening skills
Putting it all together