Systematic Foundation

Asking effective questions is an essential skill necessary to get to the heart of any matter. It allows you to gain a critical understanding of the other person’s point of view. You are most effective in sales when you are able to get the buyer to tell you about their needs and the benefits your solution offers, rather than forcing you to explain the benefits. In addition, getting your prospect to state the benefits has greater impact while sounding a lot less pushy.

During this session you will develop a questioning mindset stating it's "more important to understand than to convince.” This is similar to the 5th habit from "The Seven Habits of Highly Successful People" (by Steven Covey) which says "Seek first to understand then to be understood."

After this session, you will be able to:

Use a variety of questioning techniques to uncover, clarify and understand the other person’s point of view, needs, wants and goals.
Control the direction of communication with questions.
Understand others and have them understand you.

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