- SZABIST University
- 0334-5335479
- hod.ms@szabist-isb.edu.pk
- Street # 09, Plot # 67 Sector H-8/4, Islamabad, Pakistan
Dr. Shazia Akhtar has completed PhD in Human Resource Development from National University of Modern Languages, Islamabad. She is currently HoD and working as a Professor in the Department of Management Sciences at Shaheed Zulfiqar Ali Bhutto Institute of Science and Technology (SZABIST), Islamabad, Pakistan.
In this course, learn strategies to shift sales calls from interrogation to customer-focused conversations. Gain insights into understanding customer business problems and objectives, asking the right questions to create connection, drive credibility, and confirm value clarity. Discover techniques for continuing the conversation to enhance sales interactions and build longer-lasting relationships.
1. Review terminology related to the sales process.
2. Explain the sales/trust matrix as a predictor of favorable sales outcomes.
3. Define various levels of question types when seeking to learn customer goals.
4. Explore the use of insights as a means to gain credibility with a customer.
5. Examine the place that clarifying questions have in establishing value with a customer.
To offer dynamic and comprehensive training programs for professionals, executives and leaders which are helpful in their professional development and further equip them with relevant knowledge, skills and competence to thrive in rapidly evolving global economies.
