The Art of the Q • Build Your Business with Questions by Charlie Van Hecke Charlie Van Hecke’s new book, The Art of the Q, makes the case that we are all in sales! From beginning to end, The Art of the Q provides real-life examples and case studies. Charlie Van Hecke persuasively shows the reader how to make specific changes that lead to success, through relationships built on trust. This fast-paced business book begins with basic questioning skills to help readers connect, engage, and understand their customers. The author provides case studies from 17 different industries, with examples, samples, and actual interactive scripts to improve business relationships. Transitioning quickly to more assertive intermediate skill sets, Charlie shows how to qualify customers by asking planned-out question sequences. This saves time and helps business owners, sales people, and other business professionals to focus on their customers. Highlighting the value of internal qualities like empathy and persistence, Charlie advises business people how to grow from the inside out. Charlie Van Hecke’s advanced SCAN Method then encourages the reader to observe and formulate probing questions to uncover customers’ real needs and wants. The Art of the Q concludes with approaches for addressing buyers’ doubts, cementing productive relationships, and following through to close the sale. * Questions help you differentiate your products and get a higher price by guiding buyers to become aware of their needs and wants. * Qualification helps save you time by recognizing the buyers who will say yes to you. * Questions help you identify and remove obstacles. * Qualification helps you prioritize real buyers who can afford your solutions. The abilities to ask questions and to qualify are two core competencies. Whether you target businesses or consumers in your work, you need to learn The Art of the Q. * Unlock your internal qualities to become a super communicator! Business people who work on their own traits find the keys to success, despite industry change or recession. * Learn how Questions – and specifically Qualification sequences – can put money in your pocket and save you hours of effort. * Understand the counseling and closing skills that keep you task-oriented while preserving relationships. * Learn to advance the sale using trial closes and next-step questions without fear of being pushy or rude. And if you think, “But I’m not in sales,” take a moment to consider: Where does selling actually take place in your own career and life? Author Charlie Van Hecke explains that we’re all in sales, whether selling ideas, methods, solutions, or widgets. “My hope in the short term is that you make more money with less work. In the long term, I believe this book can transform your career and help you build a more satisfied and loyal customer base. I passionately believe that if you read, absorb and apply The Art of the Q, then YOU will learn to become more efficient and successful in business, sales, and life.” -- Charlie Van Hecke
Charlie Van Hecke, fast becoming known as the Championship Coach of Sales, is driven to understand the psychology and strategy behind the entire sales process. He has worked for and consulted with companies throughout the Southeast and nationwide. As a trainer, he has an uncanny ability to recognize great potential in other people. Just like a coach helps a championship athlete, he knows the tools and training necessary to help others succeed and reach their goals.
A corporate educator who returns to sales to test his programs, Charlie Van Hecke loves to share his experience so that others can succeed. From entry-level positions to CEO, he has been on the phone, across the desk, in the trenches, and on the front line, analyzing every angle of the challenging yet fascinating business of selling.
He currently sells for an international leader in veterinary practice management software. His previous sales experience includes training and managing national sales teams, with whom he has produced multi-million dollar annual revenues for Fortune 500 companies.
Charlie Van Hecke trains people to capture sales lightning in a bottle. He has channeled his expertise and years of award-winning sales experience into SalesTrainer4U, his educational courses. From sales negotiation training to sales management training, his students learn how to develop championship-level success habits to increase their revenue and profitability.
His previous book, Target 10 To Win!, presents a focused method for increasing sales through a ten-minute daily practice. Now, his latest book, The Art of the Q: Build Your Business with Questions, introduces his readers to a wider view. Charlie Van Hecke wants his audience to understand the human side of sales.
Through targeted questions leading to prospect qualification, The Art of the Q explores all the interactions between salesperson and prospect that will lead to mutual success.
Charlie Van Hecke is married to Lisa, his partner and best friend. They have two beautiful children, and currently reside in Charlottesville, VA.
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For training opportunities and speaking engagements, contact
Charlie Van Hecke
SalesTrainer4U
536 Pantops Center, Suite 210
Charlottesville, VA 22911 USA
