Shamus Brown
Persuasive Questioning Techniques
2003
speech

#    Title    Time    Info  
1 Persuasive Questioning 1:02
2 What Drives People? 12:17
3 Pain Elimination 1:48
4 Product Knowledge 0:45
5 Rules for Success 3:14
6 Staying in Control 9:23
7 Uncovering Motivation 0:42
8 Fact Questions 1:42
9 Problem Questions 8:10
10 Consequence Questions 7:34
11 Value Questions 6:20
12 Using These Techniques 4:26
13 Presenting Your Solution 1:23
14 Objections 2:02
15 Q+A Discussion 14:21
16 Exercises 3:13
Total time 75:03