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The Sales Conversation Part Two – Discovery: Uncovering the Customer’s Why, Their How Much & Their When

Instructors: Kevin Hallinan – WINNING, Inc.
Track: Sales - Marketing
Session ID: SM-003
Location: W102-A
 
Description: It’s a known fact that buyers buy for their reasons, not the seller’s. So why do most sellers talk so much, sell too soon, and listen too little? When we’re talking, we’re not learning – not understanding the motivations of the buyer.
 
Top Take-aways: In this workshop, you’ll learn to uncover the real motivations of the buyer (layers below their initial ask), how much they’re willing to pay (versus their “budget”) and their real buying process.
 
Who should attend: Sales professionals that desire to step up their game with a better understanding of their clients.
 
 

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