Academy: Stop Pitching, Start Solving
Thursday, July 12, 2012
from 2:00 until 3:30 PM EST
IMC USA Academy Webinar
Online registration is closed.
Stop Pitching, Start Solving –
Helping Clients Discover
What They Really Want
This course contributes to the requirements for CMC certification with the
Core Competency focus area of Managing Client Relationships, Early level
$29 for IMC USA Members, $79 for non-Members
You probably have a number of questions that you like to ask clients during an engagement opportunity. Maybe you recognize a few of these:
"What are your goals?”
"Do you have a budget?”
"Who are the decision makers?”
"What keeps you up at night?”
While these questions may seem interesting to you, your customer probably finds them to be mind numbing. They don’t stimulate new thinking and ultimately you sound like every other consultant that has walked through the door. Typically these conversations end with the potential client saying "Why don’t you leave some brochures for me to review and I’ll get back to you?”
This program teaches professional consultants how to craft questions that ignite emotions, discover motivations and get customers to act.
Stop Pitching, Start Solving helps consultants learn how to:
- Recognize and control the urge to pitch prematurely
- Ask thought provoking (not mind numbing!) questions
- Use open questions to close more business
- Ask the "hard” questions in an "easy” way
- Develop your own library of over 50 high impact questions
- Why most reps have a "hopeium” habit and how to avoid it
Kick your "hopeium” habit and make it easier for prospects to tell you the truth
Tim is one of today’s most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices.
Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life. He is an active member of the American Society for Training and Development and holds a professional membership in the National Speakers Association. He earned his Electrical Engineering degree from the University of Nebraska and currently lives in Dallas where he and his wife enjoy the constant thrills of raising two teenagers.
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