Trap-setting questions should illuminate the customer’s world, not leave you tangled in your own. Yet many sellers struggle to use them confidently, especially when they’re trying to connect the dots to required capabilities. In this session, we’ll break down what makes a great trap-setting question, how to uncover the required capabilities behind every deal, and the ways these two concepts strengthen each other. You’ll learn how to bring more clarity, intention, and confidence to your conversations. Most importantly, you’ll walk away knowing how to weave these skills into the rhythm of your day so they become second nature.
In this session, we’ll cover:
- Common mistakes sellers make when using trap-setting questions
- How to uncover required capabilities that matter to the customer
- How trap-setting questions and required capabilities reinforce each other
- How to integrate both into your daily workflow for more consistent execution
This session will turn a challenging topic into something clear, practical, and repeatable. You’ll leave with tools you can immediately apply to improve qualification, differentiation, and deal progression.
The Force Management Reinforcement Series is here to help you master the concepts that are toughest to retain, and even tougher to execute under pressure. These sessions give you focused reps on the skills that matter most in live deals. By revisiting core principles from your Force Management training, we help you build confidence, consistency, and better outcomes in every opportunity.
THESE EVENTS ARE NOT RECORDED.
THESE EVENTS ARE OPEN TO ALL FORCE MANAGEMENT CUSTOMERS.