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As a professional sales person the most important form of communication is questioning. There are specific reasons why you need to know, learn, and master questioning in order to gain control. In this session, Tom Hopkins will show you how to take control by asking questions and isolating areas of interest. Once you have developed good listening skills as a sales professional, you will be able to create positive emotions in your clients through questions.
Video Summary:
* The greatest destroyer of sales
* Nasty / rejection words
* Establishing rapport
* Put them at ease
* Get permission to take notes
To help you retain and use the valuable strategies presented in this training session, we include a 2-page session guide. Below is an outline of the information provided in the session guide.
* The Two Major Components of Communication
* Reasons Why We Ask Questions
* Types of Questions and How to Use Them
o Yes/no questions
o Thought provoking questions
o Tie-down questions
o Alternate advance questions
o Porcupine questions
o Involvement questions
* The Benefits of Good Listening Skills
o Types of listeners
o Listening distractions
o When you want to be listened to
Video Summary:
* The greatest destroyer of sales
* Nasty / rejection words
* Establishing rapport
* Put them at ease
* Get permission to take notes
To help you retain and use the valuable strategies presented in this training session, we include a 2-page session guide. Below is an outline of the information provided in the session guide.
* The Two Major Components of Communication
* Reasons Why We Ask Questions
* Types of Questions and How to Use Them
o Yes/no questions
o Thought provoking questions
o Tie-down questions
o Alternate advance questions
o Porcupine questions
o Involvement questions
* The Benefits of Good Listening Skills
o Types of listeners
o Listening distractions
o When you want to be listened to