The most successful consultative salespeople make an effort to know all of the relevant information related to a prospect’s needs and wants before launching into a presentation, but to do this effectively we need a specific questioning plan or “map.” And just as importantly we need to make sure we have “earned the right” to ask the questions.

At the conclusion of this session, participants will be able to:

• Understand the information needed before delivering a complete product or service presentation.
• Create a customized “Questions Map” to review before meetings with current or prospective customers.
• Understand the need to “Earn the Right” to ask questions.
• Develop skills for making questions relevant and comfortable for customers and prospects.
• Understand need to emphasize product or service benefits that are most important to individual customers, and de-emphasize features that are useless or irrelevant.

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