Seminar Description: Socratic method of questioning is a form of cooperative argumentative dialogue between individuals, based on asking and answering questions to stimulate critical thinking and to draw out ideas and underlying presumptions. Key Learning Points: Learn how to ask questions using the 'negative reverse'method. Learn how to ask questions that guide the conversation to […]
Seminar Description: In this session we will explore the importance and significance of using Lunch and Learn or Briefings style of presentations as part of a prospecting program. Participants will create an outline for establishing their own briefing. Key Learning Points: Learn why Lunch and Learns are effective Learn to the significance of using Lunch […]
Seminar Description: In this session we will discuss why using a system in the selling process is a good idea rather than “winging” the call. We will review the flow […]
Seminar Description: Long-term success is most often the result of doing a number of things effectively, efficiently and consistently over time rather than the result of doing only one or two things extraordinarily well. In this session we will discuss what makes an individual successful, is routine ok and where should one focus to continue […]
Seminar Description: In this session participants will learn why it is more important to discover why a customer asked a question or made a statement rather than be prepared with a response. Participants will learn how and when to ask questions, numerous questioning techniques will also be practiced, explored and role played. Key Learning Points: […]