October 2, 2024 @ 11:00 am - 1:00 pm
Timing
11:00 AM – 1:00 PM (Central)
Location
ZOOM
Generating Sales Interest with Powerful Questions
To spark a buyer’s interest, a seller must clearly identify needs and offer solutions that solve or create opportunities. This is best achieved with a multi-step questioning mode that uncovers buyer interests, identifies their perspectives, and creates tailored capability statements for each buyer. Gathering information is arguably the most crucial phase of any sales process. The insights you gain during this stage determine the solutions you propose, how you present them, and the unique value they bring to the customer. This positions you as a trusted advisor rather than just another product vendor. The Dale Carnegie® Sales Process emphasizes the importance of understanding the need before discussing a solution. This phase is your opportunity to question, listen, and provide valuable advice, laying the foundation for a long-lasting, trust-based partnership.
By completing this module, participants will learn to:
- Employ techniques to uncover buyer perspectives and interests.
- Ask powerful questions to uncover vital information from buyers.
- Generate interest by offering solutions that deliver value.
- Establish themselves as trusted advisors.
Primary and Related Competencies Addressed:
- Customer Experience: Fosters a positive customer environment, building loyalty and long-term relationships.
- Customer Acquisition: Effectively identifies and converts prospects into loyal, long-term customers.
- Initiative: Takes proactive steps to make things happen, evaluates situations, and implements corrective actions.
- Results-Oriented: Demonstrates passion for achieving goals and solving problems.
- Interpersonal Skills: Consistently develops strong, lasting relationships both within and outside the organization.
- Communication: Practices active listening and supports it with relevant verbal and written communication.
About the Speaker:
Tri graduated from Southern Illinois University with a Master’s Degree in Industrial Organizational Psychology (2020), with a focus in organizational development. With a strong interest in leadership and professional development, Tri joined Dale Carnegie of Missouri in late 2020. As a client delivery specialist, Tri leads or co-facilitates development programs for organizations of all sizes, in various industries including construction, health care, and wholesale distribution. Seeing the impact of his work and having the opportunity to connect with individuals from all walks of life are what motivate Tri in his career.
Program hosted by MCAA Affiliate Alliance
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