Course Description

To be an effective salesperson, you must be an effective communicator.
You must be able to decode your prospects’ statements and explanations and cut through ambiguous (or even misleading) language. By asking good questions, you will keep prospects talking, exploring and explaining their thinking and feelings—and focused on the topic at hand and moving the conversation in the direction you want it to go. One of the most important questioning strategies is Reversal because it helps you discern, in a subtle way, the prospect’s favorable or unfavorable disposition toward a particular topic or course of action. This course was designed specifically to guarantee not only helping you identify how and when to implement this powerful technique, but most importantly the effectiveness and success you’ll gain from customers when engaging in both conversation and negotiation.

What you will get:

• Strategies on identifying pinpoints
• How to engage when customer resists
• Hard questions
• Techniques on determining the right timing