Questions That Sell: The Powerful Process to Motivate Customers to Buy From You
- RECORDED ON:
Monday, September 24, 2007 - PRESENTERS:
Paul Cherry, President & CEO, Performance Based Results
Razi Imam, CEO, Landslide Technologies Inc.
How many times have you called on a customer and realized that nothing you SAY will possibly move him? Youve made a strong case. He needs your solution. Yet he won t buy.
The reality is that what we say has minimal impact. But when we ask the right QUESTIONS, ones that engage customers at an emotional level, we re able to drill down and get to their real motives. That s when sales occur.
But not just any questions will do. You need a plan. Learn how to craft powerful questions that hone in on the key issues that really matter in a sale, such as your customers decision-making process, buying criteria, hidden motivations, and how to create a sense of urgency so they ll embrace your solution. When you ask the right questions you help your customers focus on, and sometimes even DISCOVER, their real needs, putting you in a position where customers perceive you as THE preferred solution to their problems.
Please join Razi Imam, CEO, Landslide Technologies and his guest, Paul Cherry, renowned author of Questions That Sell, as they discuss how to ask the right questions so you can:
The reality is that what we say has minimal impact. But when we ask the right QUESTIONS, ones that engage customers at an emotional level, we
But not just any questions will do. You need a plan. Learn how to craft powerful questions that hone in on the key issues that really matter in a sale, such as your customers
Please join Razi Imam, CEO, Landslide Technologies and his guest, Paul Cherry, renowned author of Questions That Sell, as they discuss how to ask the right questions so you can:
- Build immediate rapport with prospects
- Identify the most promising opportunities
- Uncover critical buying needs
- Motivate customers to overcome procrastination
- Position yourself as a trusted business advisor
- Engage higher-level decision-makers and hidden influencers
- Sell at higher profit margins & close more business
