Session Description: Features and Benefits and Overcoming Objections are important to your Sales Presentation yes… But truly understanding what the customer wants can help define the subjective market position of your community. This session is designed to think outside the box when it comes to getting the YES at the end of the tour. Do you ever wonder how Journalism reporters can always get detailed and in-depth responses from the people they are interviewing? Or how Improv artists can think so quickly on their feet and pivot from one topic to the net? We use real life demonstrations and media clips to illustrate new and fascinating approaches to getting the most out of your time with the prospect.
Learning Objectives:
Understand the difference between Market Position and Market Condition
Understand that Market Position is Subjective based on what the customer wants
Implement new and creative ways to get the most information out of the customer and secure the application
.jpg "Gina Frazza-Stowers, n/a (she/her/hers) photo")
