#67 How to use a closing plan and ask the right questions at the right time with Katharina Göppinger, Head of Sales Strategic Clients, IBM Switzerland

In case somebody approaches us with a problem, we talk about a solution way too quickly. In sales as well as relationships. Katharina and Patrick talk about the GROW model, with which in mind you will become better at asking questions. The model, originally from coaching, will help you arrange the thoughts and find question. We are role playing a situation as well as talk about how to write a closing plan after the customer agreed on a solution. Have fun and we are looking forward to receiving your feedback.