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Course length: One day
Available as a condensed course: Yes (see description)
Maximum number of students: No maximum
Instructor: Jerry Peerbolte, J. Peerbolte & Associates
Looking to improve your sales call success rate? Of course, that’s the hope of every salesperson. Perhaps the answer to this dilemma lies in how you make use of the time you have with the customer or prospect. Successful salespeople use this precious time asking questions to identify any unmet needs or opportunities. So, are you asking the right questions?
Based upon the popular SPIN® Selling model, this workshop will present an alternate methodology to the classic sales approach. The SPIN method places greater emphasis on the questioning techniques salespeople use when identifying customer needs. (SPIN is an acronym for certain types of question – Situation, Problem, Implication, and Need-Payoff.) When applied properly, research has clearly shown that these techniques improve sales call success. Participants will learn these questioning techniques and the related research findings. Other topics covered include:
(This program can be delivered as either a half-day or full-day workshop. The longer format incorporates additional materials and provides participants with the opportunity to share examples of past sales call experiences.)
Condensed course available
This course is available as a half-day class but does not include additional materials nor the opportunity for participants to share examples of past sales call experiences.
To schedule a private seminar for your group, contact:
Dale Shuter, CMP
Meetings & Expositions Manager
+1 314 993 2220, Ext. 3335
In addition to the seminar fees, the seminar sponsor will be responsible for: