Three Steps to Effective Sales Interviewing

(www.regonline.com)

This Inland Webinar will cover the most critical step in sales: effective interviewing. To be truly consultative in your sales approach with advertisers and prospects, you need to understand their aspirations, concerns, target market, inventory mix, peaks and valleys, advertising budget, etc. This session covers the basic questioning skills (asking closed-ended and open-ended questions) as well as delving deeper into elaboration and reflective questions. The B.A.C.K. T.O. B.A.S.I.C.S. interview process is covered that gives the student a more systematic approach to needs-analysis interviewing.
With John Lindsey, president, Lindsey & Associates, Phoenix, Ariz.