Des Moines Chapter Event: Asking the Right Questions to Develop Trust and Qualify Opportunities

In this interactive communication workshop, we will delve into the psychology behind trust-building and the buying process, focusing on how to communicate effectively so buyers can self-discover their commitment level and urgency. In a market where most sales approaches revolve around education and risk overwhelming prospects with price, the Sandler approach offers a refreshing, contrarian perspective. Instead of pushing products or services, we focus on empowering buyers to make their own decisions and discover why they need your solution.

Through this session, participants will learn:
 

• The psychological dynamics of how trust is formed and how it influences buying decisions
• Techniques to guide buyers toward self-discovery, uncovering their own commitment level and sense of urgency
• How to shift the sales conversation from education to empowering the buyer to sell themselves on your solution
• The core principle: "You can't sell anybody anything until they discover that they want it."

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By using a combination of thought-provoking questions and active listening, this workshop will help you build stronger, more trusting relationships with buyers, leading to more effective sales conversations and ultimately, greater success. Learn how to adapt your communication style to meet your buyer where they are?and let them drive the decision-making process.