Discovery That Differentiates You from the Competition

One of the biggest mistakes salespeople make is to get too quickly into the presentation part of the sales process. This causes them to either sell to a lesser need or miss the opportunity all together. Rather, the true professional will develop and ask a full set of thoughtful discovery questions that determine the real depth of customer’s needs.

During this presentation you will:

Understand the value and necessity of keeping your questions open-ended
Learn to ask the BEST discovery questions to differentiate your product or service
Develop powerful “needs analysis” questions to set the stage for a consultative conversation
Determine how to leverage questions to bring personal attachment into the decision

Rick Macias

Rick Macias is a Director, Sales Training & Coaching for the Sales Board in Minneapolis, MN. Rick brings over twenty years of experience in sales as well as over seven years of sales training and coaching in many industries. He has experience facilitating workshops that range from 5 to 45 people and has experience as a speaker for groups as large as 3,000 people.

After consistently demonstrating the ability to rise to the top in a selling environment, he advanced to a divisional sales trainer with a national company and has been helping individuals and companies, all around the country, to achieve increased sales revenues through the way they sell.

When: Friday, November 1, 2019
7:15 am – Breakfast and Networking
8:00 am – Rick’s Presentation
9:00 – 9:15 am – Networking

Location:
DoubleTree Park Place Hotel (394/100)
1500 Park Place Blvd
Minneapolis, MN 55416