Asking questions to better understand your customer is the single most important skill separating average sales reps from high performers. As Anita Nielsen explains, “Your goal as sales professionals is to develop a personalized value proposition that makes it a no-brainer for the prospect to make a buying decision in your favor.” You can’t do that without digging deep in your discovery.
In this presentation, Anita will teach you how to create “HIQs” (high impact questions) aimed at not only drawing out your prospects’ rational buying criteria, but also uncovering the powerful emotions truly driving their buying decision. It’s no coincidence that psychiatrists employ questions just like these. You’ll also learn some listening techniques to help you quickly establish your credibility and gain prospects’ trust. If you master HIQs and active listening, you will differentiate yourself in deals and create customers for life.
Friday, February 5, 2021 at 12:00 PM
Eastern Time (US & Canada)
Nutshell is a sneaky powerful CRM and sales automation platform that helps sales teams win more deals. Simple enough for any user and sophisticated enough for any business, Nutshell offers award-winning features, unlimited data and contact storage, and world-class live support.
BOUNDLESS is Nutshell’s annual free virtual conference, dedicated to providing sales, marketing, and customer success professionals with practical tools and strategies to make them better at their jobs.