A good question is the salesperson’s single most powerful tool, one that can be powerfully used in every stage of the sales process, from making appointments to closing the sale to following up afterwards.
Yet most salespeople are ill-equipped to use this powerful tool effectively. As a result, they find themselves dealing with “price” issues, and wondering why the customer seemed apathetic to the product.
Mastering the art of asking better sales questions is one of the skills that characterizes the best salespeople.
In this session, you’ll gain an understanding of the impact of a good question, acquire a process for creating better sales questions, and develop some criteria for improving your own questions.
About the Presenters
Founder, Kahle Way Sales Systems
Dave is a high-energy, high-content sales authority, with a special gift for engaging his audiences and stimulating people to think. A world-class speaker, he has presented in 47 states and eleven countries.
Dave has trained thousands of B2B salespeople and has personally and contractually helped over 459 organizations grow their businesses. He’s helped thousands of other organizations through his conferences and webinars.
He has authored thirteen books, including How to Sell Anything to Anyone Anytime, and his latest: The Good Book on Business. His books are available in eight languages and over 20 countries.
He spends most of his time these days speaking at national sales meetings, and helping his clients sell better through on-line training programs via TheSalesResourceCenter.com.
He and his wife split their time between Grand Rapids, MI, and Sarasota, Florida. He is a father, a step-father, an adoptive father, a foster father, and a grandfather.
He can be reached at Dave Kahle Management, LLC, P.O. Box 523, Comstock Park, MI 49321
Founder & CEO, Consensus
Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization.
He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organizations scale the presales function.
Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.