The art of asking questions – Keynote Sales Seminar
HOW TO HAVE POWERFUL SALES DISCOVERY CONVERSATIONS THAT CLOSE DEALSThe Art of Asking Questions
How to have powerful sales discovery conversations that close deals
Having high impact conversations and discovery calls with clients is vital to our success. It’s not just about having an agenda or list of questions to ask, it’s about how, when and why we ask the questions and how to dig deeper and discover the client’s core motives, challenges and context. It’s also about knowing when to offer insights that help the client look at the big picture and buy-into needs they may not know they had.
Once you have identified the customers core motives and helped them see the big picture the next step is the ability to present your solution in the context of their business objectives. In this session you and your team will learn:
- A step-by-step process for building discovery conversations that move the deal and relationship forward
- How to pull out vital insights and client motivators and then tie them to their unique business and organizational outcomes
- Customizing benefits and the power of storytelling
- How to leverage pro-active language, one-to-one communications, and rapport building during this vital stage in the sales process
Shane Gibson speaks on the power of listening in sales
The Art of Asking Questions is your key to unlocking client relationships, expanding opportunities, and providing better solutions to the marketplace. Conversational selling has rapidly replaced the traditional sales pitch or demo as the key differentiator for top sales performers.
About Shane Gibson Social Selling Speaker:
Shane Gibson is an international speaker, and author on B2B sales, sales leadership, and social selling. Over the past 25 years he has addressed over 200,000 people on stages in on 5 continents. Shane was named #5 on the Forbes.com list of the Top 30 Social Salespeople in the World. His clients include organizations such as Elavon (US Bank), Coast Capital, Wesgroup Equipment, the Ford Motor Company, and hundreds of other organizations worldwide.
Shane and his Professional Sales Academy are Canadian Professional Sales Association accredited sales training providers.
His latest book about digital-first business strategy is called “Real Results in a Virtual Economy – How to Future-Proof Your Business.”
Social Selling Podcast
Make sure to follow Shane’s podcast Social Selling on Apple Podcasts or Spotify!
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