Powerful Need Development

Diane Ciotta

Too often salespeople approach prospects as if they were in a competition, resulting in an attitude of conquering vs. consulting.

A professional sales process is not a debate with a winner and a loser, but rather a mutually beneficial exchange. This can only be achieved by identifying prospects’ needs, then highlighting the benefits of appropriate products and services to meet those needs—NOT by trying to force square pegs into round holes! Positive results include long-term client relationships, upsell opportunities, and recommendations.

In this Cast, participants will walk away with Integrity-based techniques including:

- Understanding the Need for The Need
- Mastering the “Questioning Quadrant”
- Confirming a Comfortable Budget

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What You Get

The magic is in the details. Unless stated otherwise above, your videocast will:
* Last up to one hour
* Allow for up to 200 connections into the Cast (a connection is a login from a unique location)
* Include the two-way video experience (including interactive HD streaming video and audio) and dedicated support

Special Requests

Any additional options available for this Cast are shown below. If you don't see the option you'd like, add your special request during checkout.



Diane Ciotta has been stimulating a variety of audiences for 27 years with her unique ability to humbly relate to groups while offering a strong and sincere message of accountability.

After two decades in sales and sales management, Diane followed her entrepreneurial instincts and established Training Classics in 1989 as a sales refinement company committed to presenting integrity based techniques. She has impacted countless sales professionals around the country through her high-energy skills enhancement seminars.

As a result of her positive influence and numerous keynote requests, Diane broadened her focus outside the preverbal sales training box and diversified her company doing business as: The Keynote Effect. Diane’s philosophies for success have been published in over 60 US magazines and online as well as in her first book, co-authored with renowned motivational speaker Brian Tracy, entitled “Pushing to The Front.” Her own book “Shut-Up & Sell!” emphasizes the importance of listening versus talking to achieve “extra” ordinary results in professional sales!

Diane was born and raised and still resides in central Jersey with the love of her life, Tom, and has two terrific sons and a sweet daughter-in-law.

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Powerful Need Development