Search
Close this search box.

Description

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.

What will you learn?

  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.
  • Early to Mid