This is an effective way to demonstrate buying and selling process in terms of the buyer's perspective.

[It was most helpful] to learn about listening and asking additional questions, drilling down [with the prospect.] Very thorough and applicable.

I realized that [asking more] questions early on will help me close later on. Don't focus on costs right away.

There are things I can put into practice. I have to make sure I have addressed what [my customers] tell me.

I did my best to slow them down by asking the Assistant Superintendent budget questions that they hadn’t previously answered. That was a win because I’ve been trying to get an i...

I learned how to probe for the 2nd need… and show customers the pain of staying with their current solution or no solution at all

Having a list of *meaningful* questions that we can use to plant seeds for positioning our product was a great exercise to practice. I also think that will be very helpful once ...

I began to see through my customers eyes, and I actually used some of the questions on meetings this past Thursday and Friday. It felt great! Thank you!

I got a lot of great ideas/talking points for how to really dig in to understand a prospect's needs. Then, to help them understand their full problem/feel the true pain BEFORE p...

Thinking through possible questions related to history, symptoms, cause, complications and cure was a good way to ensure that I don't rush through the meeting but instead come u...

Really dug into diagnosing the customer's goals as well as looking for the 2nd need. Also emphasized slowing down and not providing a solution before knowing all the challenges.