Mastering “Impact Questions” That Move Buyers Toward The Sale

How many times have you been with a buyer and realized that nothing you SAY will possibly move him? He needs your product. He should buy it. You've laid it all out in black and white. But no sale.

The reality is that the things we say about our products have little impact. But when we ask the right QUESTIONS, ones that engage customers at an emotional level, we're able to drill down and get at real motives. That's when sales occur.

But not just any questions will do. You need a plan. During this program, you will learn techniques for crafting what we call “Impact Questions” that hone in on the key issues that really matter in a sale, such as your customers' budgetary process, buying criteria, authority in making the decision, motives for buying and time-frame to take action.

Impact Questions help customers focus on, and sometimes even DISCOVER, their real needs, putting you in a position where customers perceive you as THE solution to their problems.

Learning Objectives

• Developing powerful business relationships
  
• Identifying the most promising opportunities
  
• Uncovering critical buying needs
  
• Motivating customers to overcome procrastination
  
• Positioning themselves as a trusted business advisors
  
• Minimizing objections
  
• Eliminating competitive threats
  
• Engaging higher-level decision-makers and hidden influencers
  
• Closing sales

About Your Trainer

Paul Cherry is President of Performance Based Results, an international sales and sales leadership training organization. He has more than 19 years experience in sales, management, executive leadership and performance improvement strategies.

Johnson & Johnson, Medtronic, Blue Cross, Comcast, Moody's, Shell, Harley Davidson, Tyco, Nashville Predators, Pepsi Cola, Prudential, and Wells Fargo are just a few of the 1,200 clients who Paul has worked with. To date, more than 20,000 individuals have benefited from his assessment and coaching programs to achieve greater success, both personally and professionally.

Paul is author of Questions That Sell published by The American Management Association in April 2006. He has also published over 125 articles for leading business and sales publications.