National Pavement Expo 2018

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W04 How a Question-based Sales Process Will Get You More Work (Room 26C)

07 Feb 18
9:00 AM - 12:00 PM

Tracks: Business, Digital Decorating, Digital Decorating, Digital Decorating, Digital Decorating, Digital Decorating, Digitizing, Digitizing, Digitizing, Digitizing, Digitizing, Employee Management, Screen Printing, Screen Printing, Screen Printing, Screen Printing, Screen Printing

How a Question-based Sales Process Will Get You More Work

In today’s hyper-competitive business environment your relationships with your customers play an essential role in the sales process -- but developing and cultivating those relationships is more difficult than ever. In this new session by an NPE sales specialist you’ll learn a question-based sales process that will enable you to more quickly create the relationships that lay the groundwork for winning more jobs. An integral part of the Consultative Sales Process, question-based selling emphasizes starting and building relationships and you’ll:

  • Learn how and why it works
  • Learn specific tactical elements you can use yourself or teach your sales team
  • Compare the question-based approach to the sales efforts you’re currently using (you’ll see an obvious difference)

Guy will then tie question-based selling directly to the various steps of the selling process as it relates specifically to the paving and pavement maintenance industry.

Do you know the right questions to ask and when is the right time to ask them? This is a great opportunity to take a fresh look at your current sales process – and compare what’s working (or not working) for you with a cutting-edge approach that perfectly fits today’s selling environment. A “how-to” sales session for any sales pro -- rookie or veteran!