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Identifying Reasons for Doing Business / Questioning Strategies (Braintree)

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Sandler Training

400 Washington St. Suite 302

Braintree, MA 02184

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Discover how to uncover pain - the most misunderstood concept in sales.

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Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved. He/she will experience pain and reveal the cause of the pain, so you may provide the solution.

Learn how to allow your product or service to gently unfold, as the prospect provides the fit. There is a world of difference between feature and benefit selling and developing pain.

Also in this session, participants will learn how to use questions to handle the stalls and objections heard most often from prospects. The only person qualified to handle the prospect’s stalls and objections is the prospect. By using questions to bring up the common stalls and objections before the prospect has a chance to, you remove the roadblocks.

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Date and Time

Location

Sandler Training

400 Washington St. Suite 302

Braintree, MA 02184

View Map

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