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Knapp Center February Lecture: Questioning

IIT Entrepreneurship Academy

Wednesday, February 24, 2010 from 6:00 PM to 8:00 PM (CST)

Chicago, IL

Knapp Center February Lecture: Questioning

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Knapp Center February Lecture: Questioning 10 Tickets Ended Free  

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"Judge a man by his questions rather than by his answers" - Voltaire


Chances are you’ve encountered a salesperson that just didn’t make you feel comfortable. Perhaps they were too eager to share all of their knowledge and expertise, or perhaps they didn’t listen to what you really needed or wanted. Maybe you felt like they didn’t care about you, or the worst case scenario: you just didn’t feel like they were trustworthy. 

Selling isn’t about enthusiastically presenting every feature and benefit of your product or service, but building trust, uncovering a prospect’s real needs and understanding how you can help. There’s an old saying, “seek first to understand before being understood”, that offers good advice and is certainly achievable if we ask the right questions. 

In this interactive program we’ll take a look at one of the most critical and important parts of any sales process, questioning:
  • How can proper questioning give us more control of the sales process?
  • How can we use questioning to uncover a prospect’s true motivations?
  • How can questioning be used to teach prospects? 
  • We will explore questioning tactics:  good/bad, addressing objections/stalls, developing trust/rapport and more.

This interactive session may be a review for some but promises something new for all. It will be delivered by Ted Wallhaus, an accomplished business development and strategic sales specialist with a proven track record as a top sales performer.  He has a keen eye for helping companies generate revenue and a record of enhancing growth in organizations.

Have questions about Knapp Center February Lecture: Questioning? Contact IIT Entrepreneurship Academy
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When & Where


Technology Business Center Atrium
University Technology Park at IIT
3440 South Dearborn Street
Chicago, IL 60616

Wednesday, February 24, 2010 from 6:00 PM to 8:00 PM (CST)


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IIT Entrepreneurship Academy

The IIT Entrepreneurship Academy can help make your business idea a reality.

A university-wide initiative, the Entrepreneurship Academy invites you to join our network of entrepreneurs and people interested in learning more about startup businesses. Our purpose is to advance the spirit and understanding of entrepreneurship on a variety of levels.

Whether you are pursuing a minor in entrepreneurship, listening to an industry leader at one of our exclusive events, or taking advantage of our networking opportunities, our goal is to connect you with the people and resources that can help make your business idea a success.

Our Google+ community is the best way to stay up-to-date on our programs and events. We are working to create a space for ideas to develop and networks to grow. Follow the IIT Entrepreneurship Academy today for the latest resources, news, and advice from fellow community members. 

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