In today’s highly commoditized and competitive marketplace, a key strategy for winning business lies in providing a solution that is best aligned to address the prospect’s objectives and overcome their greatest concerns. The salesperson’s role is to build trust and credibility while establishing a trusted advisor relationship. That is best accomplished through a collaborative selling style, which assumes two intelligent people working together to help the client make a good business decision.

This is accomplished by a higher level of insight achieved through the kinds of questions that provoke thoughtful collaborative dialogues that builds a higher level of TRUST through uncovering or clarify the prospects “GOODS)” ― Goals, Objectives, Obstacles, Desires, Success metrics and the Compelling Gaps that impede achievement and drive the need for change.

This powerful, one day workshop followed by 4 weeks of web-based team coaching presents a questioning and probing system that will result in higher sales and improved win rates because it produces a deeper insight into the GOODS, Compelling Gap, and People that exposes the keys to unlocking barriers to closing deals.

This program is based on a practical, hands-on approach heavily weighted to role plays that ensures participants walk out of the class having practiced the four critical skills of Planning, Questioning, Listening, and Connecting/Closing necessary to elevate individual’s face-to-face selling skills.

This program is based on a practical, hands-on approach heavily weighted to role plays that ensures participants walk out of the class having practiced the four critical skills of Planning, Questioning, Listening, and Connecting/Closing necessary to elevate individual’s face-to-face selling skills.

In this program the participants will learn:

• How to build and maintain a high level of trust throughout the buying process
• How to uncover and create a compelling business case for closing deals faster
• How to create business improvement questions that elevate a discussion
• How to use GOODS questions to create differentiated business value
• How to develop STAFITTM questioning to uncover or create the compelling gap
• How to uncover roles, influence, and preferences of key individuals
• How to develop sponsors who will help you navigate through the politics of an organization to expand your access to the people with power and influence.

This workshop is a must for new and seasoned sales professionals looking to become trusted advisors, who both understand and recognize the power of insightful questioning as a critical component to mastering the art of collaborative selling in the business to business environment.