Events for February 2nd, 2017
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• Uncovering the Prospect’s Budget - SCC
February 2nd, 2017
11:30 am - 1:30 pm
Events for February 3rd, 2017
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• Prospecting and Closing Clinic
February 3rd, 2017
7:30 am - 8:30 am
• Going Negative with a Smile - SCC
February 3rd, 2017
11:30 am - 1:30 pm
Events for February 10th, 2017
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• Prospecting and Closing Clinic
February 10th, 2017
7:30 am - 8:30 am
• Presumptive Questioning Techniques - SCC
February 10th, 2017
11:30 am - 1:30 pm
Events for February 16th, 2017
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• SBANE Service Provider Group
February 16th, 2017
8:00 am - 9:45 am
• B to B Networking
February 16th, 2017
9:00 am - 10:30 am
• Advanced Prospecting and Closing Clinic
February 16th, 2017
11:30 am - 1:30 pm
• Business Owners' and Managers' Forum
February 16th, 2017
5:30 pm - 8:30 pm
Events for February 17th, 2017
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• Prospecting and Closing Clinic
February 17th, 2017
7:30 am - 8:30 am
• Advanced Prospecting and Closing Clinic
February 17th, 2017
11:30 am - 1:30 pm
Events for February 22nd, 2017
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• Decision, Fulfillment & Post-Sell - SCC
February 22nd, 2017
11:30 am - 1:30 pm
Events for February 24th, 2017
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• Prospecting and Closing Clinic
February 24th, 2017
7:30 am - 8:30 am
• Develop Your Client Questionnaire - SCC
February 24th, 2017
11:30 am - 1:30 pm
President's Club: 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.
