Description

Part 1 - Creating Prospect Interest. AEs and prospects want the same thing - a solution that exactly meets their needs. But producing a solution does not happen consistently. Both Prospects and AEs engage in behaviors that inhibit this goal. Before effective Questioning can even begins, the prospect needs to be interested in what the AE has to say. Only then can further "dialogue" take place. Learn what it takes to set the tone of conversation that enables an AE to begin identifying and developing the opportunity.