Sales Training Essentials: Questioning Techniques for B2B Sales

Описание: We’re bombarded by messages daily, so it’s important to remember that delivering your message is not the most important skill to master in sales. Pitching is dead. Engagement and empathy are what count in today’s world.

A key for turning leads into opportunities is the ability to communicate effectively. Your ability to sell anything is dependent upon establishing trust, rapport and credibility. In practice, this involves replacing a sales pitch with developing a human connection. By practicing great questioning techniques and asking the right questions, you demonstrate how much you care about a buyer’s needs, wants and outcomes.

In this webinar led by Julie Thomas, President & CEO of ValueSelling Associates, you'll learn a questioning technique that can improve your effectiveness in prospecting and get an action plan to increase interest and engagement with prospective clients.


In this video, we cover:
Introduction: 00:00
What You Will Learn: 04:18
Effective Dialogue in B2B Sales: 7:16
The O-P-C Questioning Process for B2B Sales: 09:08
Open-ended Questions: 12:29
Probing Questions: 13:57
Confirming Questions: 16:49
Anxiety Questions: 19:41
Conversations vs Interrogation: 27:46
Ask Better Sales Questions: 29:04
The Keys to B2B Sales Success: 30:50


Learn more about ValueSelling:
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