Stop Pitching. Start Asking Better Questions: A Live Workshop on Uncovering What Really Drives Buyers to Take Action
Tuesday, September 29, 2026, 12:00 PM PDT – 1:15 PM PDT
Virtual event
Hosted by Heather Gipson
Why Great sales conversations aren't about the perfect pitch. They're about asking the right questions. Too often, salespeople hear a problem and immediately jump into solution mode. But the first problem a buyer shares is rarely the whole story. Link will be sent the day before via email and a calendar invite In this interactive workshop, you'll learn how to use Sandler's Discovery Framework to move beyond your prospects surface-level problems, understand their business impact, and determine whether there's a compelling reason for the buyer to take action. What You'll Learn & Practice Get Beyond the Surface - Uncover what's really behind the buyer's initial response. Ask Questions - Create natural conversations that uncover want vs need. Understand the Impact - Explore the cost of unresolved problems in time, money and missed opportunities. Qualify Earlier - Determine if there's reason to change before you invest time in proposals. Listen Before You Pitch - Keep the buyer and their problem at the center of the conversation. Who Should Attend Sales & Revenue Leaders, Business owners, Founders, Sales Managers, and Business Development professionals, and Professional service providers who want more productive sales conversations. Link will be sent the day before via email and a calendar invite