VEChannel Event Profile

The Power of the Question

Do the questioning skills you currently use effectively move your client to a buying decision? During this webcast, Julie Thomas, President and CEO of ValueVision Associates, will lay out four questioning types to use when engaging your clients and prospects. Specifically, you will learn to go from chitchatting to having targeted conversations that add value to both you and your prospect. Using the ValueSelling Framework to discover a clients business issues, problems, and solutions, Julie will explain how to construct questions to dig deeper into your clients situation. In addition, she will show you how to link your solution and capabilities to resolve your prospects business issues. She will also illustrate when and how to use each type of question. Who Should Attend: Salespeople, sales managers, sales executives What Youll Learn: Four questioning types to effectively engage your clients When and how to use these questions How to link your clients value to your solution using these questions Opening effective conversations for business development How Youll Benefit: Establish a consultanttype relationship with your clients Motivate the decision maker to elevate your solution to a higher level Improve your productivity and use of time All you need to attend is : A 56Kbps Internet connection or better Netscape 4.x or Internet Explorer 4.x (AOL users: AOL5.0 and above only) A separate telephone line for the audio or a sound card and speakers for the Internet phone session. The WebEx Event Manager installed before the event at http://webexevents.webex.com under " Set Up ." NOTE: This plugin will automatically install unless your browser has high security settings. A Windows PC or Apple Mac OS X or higher

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