$295.00
Description
- 90-minute workshop
- “Diagnose Before You Prescribe. It can be dangerous to prescribe without an accurate diagnosis.” Steven Covey
- Sales is a process. As a seller, you have to be the process leader. The Sherpa.
- Understanding the buy / sell process – Where are you????
- The most important step for the sales rep in the process, once the sales rep has an engaged prospect, is discovery.
- Discovery provides the foundation of the relationship and is the determining factor in your sales success.
- How to use the SPICE Process in your discovery and sales process.
- Situation / Problem / Important / Cost / Explore
- Is there a problem? Are you the solution provider to best fulfill the buyer’s needs? Are we a fit?
- Key takeaways:
- Diagnose before you prescribe.
- Be the process leader – you conduct sales calls.
- Do your research – be prepared.
- Ask targeted, intelligent questions.
- Ok to use a combination of closed and open-ended questions.
- Listen and understand.
- Definitions:
- Open ended questions are questions that have unlimited response options.
- Close ended questions are questions that have limited response options. Typically, yes or no responses.
What you will receive:
- An e-book with over 200 impactful questions to choose from for your Discovery process.
- Timeline Questions
- Warm up questions for Prospect calls
- Questions to disrupt existing vendor relationships
- Questions to strengthen existing customer relationships
- Questions to uncover problems, past and present
- Questions about your customer’s customer
- Why ask why? Questions to uncover hidden needs
- Questions about who else is involved
- Questions on creating value
- Questions about competition, trends, and marketing opportunities
- Impact and implication questions
- Vision questions
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