ACTIVATE
THE POWER OF QUESTIONS…

BUILD A QUESTIONING CULTURE

“Thought is what precedes change and all thinking is stimulated by questions.”

“Success is turning knowledge into positive action.”

- Dorothy Leeds

Less than 4% of the thousands of sales reps out there deliver a memorable, behavior-changing message, despite billions of dollars spent annually on these valuable assets. It is time to ask: is it the message or is it how the message is being delivered? Train your sales managers, sales trainers, and sales staff to ask more and better questions and you will reap the benefits--and so will your bottom line.

Why Questions? A strong, potent marketing message is not enough. That message needs to be set up properly so that it falls on interested ears. This never occurs through talking at some one. Think about how you feel when someone lectures at you. Your reps need to be asking the right questions to guarantee your message is heard, digested, and acted upon. Turning your salespeople from tellers into askers will increase the credibility of your reps, help them build stronger relationships with their customers, and substantially improve the investment you have made in your sales force.

Dorothy Leeds' goal is to help you build and structure a questioning ---thinking culture throughout your sales organization. This will result in better and different hiring practices, a highly focused training schedule, and question-centered coaching procedures.

• Our first step would be to consult with you and your key executives to determine the scope and elements of your program. Let’s start with training.
• Leeds and/or her associates can deliver and present Smart Questioning + Smart Listening = Sales Success to your sales force. This is a highly focused program, not a basic sales program, although most of the people who attend say they wish they had gotten this program earlier on in their careers.

• Salespeople also tell us their managers need this program more than they do. This is why we provide Smart Questions: The Essential Strategy for Successful Managers. Questions help managers hire better people and train and coach them more effectively.
• Dorothy can license the Smart Questions programs for your trainers to deliver.
• Finally, based on your objectives, Leeds can consult with you to build an all inclusive Questioning Culture. These projects can be as broad-based as redefining the corporate, educational, or departmental mission, hiring & coaching practices, management and sales development  and other necessary training.

You don't have to be a sales organization to benefit from building a questioning culture. Dorothy Leeds can help you, whatever your industry, whatever the size of your organization or department.