Mastering “Impact Questions” That Move Buyers Toward the Sale

Duration: 60 minutes

You are talking to a prospect who should buy your product. He needs your product. You’ve laid it all out in black and white. But nothing you say moves him to close.

The reality is that the things we say about our products often have little impact. But when we ask the right questions, ones that engage customers at an emotional level, we’re able to drill down and uncover real motives. And THAT’S when sales occur.


But not just any questions will do. Salespeople need a plan. During this program, you will learn techniques for crafting what we call “Impact Questions” that hone in on the key issues that really matter to your customer and lead to breakthrough results. Key issues like: budgetary processes, buying criteria, motives for buying and time-frame for taking action.

Impact Questions help customers focus on, and sometimes even discover for themselves, their real needs. This immediately puts you in a position where the customer perceives you as THE solution to their problems.

LEARNING OBJECTIVES

At the end of this conference, participants will know how to craft and employ “Impact Questions” that will allow them to accelerate the process of: 

  • Identifying the most promising opportunities
  • Uncovering critical buyer needs
  • Positioning themselves as a trusted business advisor
  • Handling objections
  • Pushing through customer procrastination
  • Eliminating competitive threats
  • And most importantly: Closing sales!

ABOUT THE SPEAKER

Paul Cherry is President of Performance Based Results, an international sales and leadership training organization and has taught more than 250,000 sales professionals to date.   Johnson & Johnson, US Department of Energy, Blue Cross, DuPont, Moody’s, Shell Oil, Harley Davidson, and Wells Fargo are just a few of the 1,200 clients Paul has worked with.  He has written over 200 articles for leading industry publications and is the author of Questions That Sell (AMACOM) and Questions That Get Results (John Wiley & Sons).  Paul has more than 20 years of experience in sales, management, executive leadership, and performance improvement strategies.  Paul teaches at The Iacocca Institute at Lehigh University.

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Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

What You Get With Each Option close

Live Recording

Live Only

Participation in the live upcoming webinar

Recording

Recording Only

Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

Live and Recording

Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

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