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Sandler Training

400 Washington Street

Suite 302

Braintree, MA 02184

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Can Asking Questions Be The Answer?

This lesson will instruct you how not to spill your knowledge and expertise into your prospect’s lap.

The strategy of asking a question in response to a prospect’s question is called reversing. Reverses are verbal probes that make sure you answer the prospect’s “real” question. When handled in a nurturing manner, reverses help the prospect uncover his/her true motivations for buying, without pressure from you.

Learn how to use softening statements preceding a reverse in order to decrease the pressure on the prospect.

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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Sandler Training

400 Washington Street

Suite 302

Braintree, MA 02184

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