DATE: November 30, 2023

TIME: 9:00 - 10:30 am

COST: $25 Member

$49 Future Member

LOCATION: Lancaster Chamber 

115 E King St

Lancaster, PA 17602

Description / Summary:

The value of a true sales professional lies NOT in how much information you give, but how much information you get. However, too often sales professionals spend way too much time talking, and not enough time asking questions and listening.  Like anything else, asking good questions is a skill that takes time to develop.  In this session we will talk about different questioning strategies to take the guesswork out of trying to figure out what your prospect or client needs and how we can better position ourselves for success.

Issues addressed:

• Struggling to understand the concerns of your client
• Finding yourself spending too much time talking rather than listening
• Preparing proposals only to find out they wanted something entirely different
• Frustrated by giving away too much ‘free’ consulting

   

  Objectives:

• Identify questioning techniques that get us to the truth as quick as possible
• Utilize questioning to keep ourselves and the prospect on the right path
• Address ways to reduce waste and increase efficiency in your selling efforts

Meet the presenter:

Greg Orth, Sandler Training

Greg Orth is the Owner and President of Sandler Training in Lancaster PA as well as being a certified DISC instructor.   Sandler Training builds sales, management, leadership, behavioral and customer service training programs to suit the individual business owner or professional as well as programs for larger organizations.  Our success is achieved through on-going, reinforcement programs that include assessments, weekly training sessions, one-on-one coaching and customized in-house training programs.