Getting from Point A (having a prospect or client target) to Point B (closing a sale) is often viewed as a race to the finish. Yet, 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. Whether it be handling an inbound call for a quote or on a client meeting, the rule of thumb is: it’s all about them, not about you. During this session, attendees in all customer-facing roles will: 

• Learn why slowing down and asking more questions will actually speed up the sales process and likelihood of a sale 

• Discuss how to prepare for a meeting, or be ready for an incoming call, by being prepped with the right questions to ask 

• Have time to develop (and practice) discovery for a customer or prospect that can be directly applied in your day-to-day