Irvine area Events

Stop Pitching. Start Asking Better Questions. 

Tuesday, September 29th, 2026 | 12:00 pm - 1:15 pm PST

Reserve your spot

Great sales conversations aren't about having the perfect pitch.

They're about asking the right questions.

Too often, salespeople hear a prospect describe a problem and immediately jump into solution mode. But the first problem a buyer shares is rarely the whole story.

What's really happening? How long has it been a problem? What impact is it having? Why does it matter now? And is there a compelling enough reason to actually do something about it?

In this interactive workshop, you'll learn how to ask better questions, uncover the real issues behind a prospect's initial response, and create sales conversations that help buyers discover for themselves why change may be necessary.

Why This Workshop?

Most sales conversations stay too close to the surface.

A prospect says:

"We need more leads."

"Our team isn't hitting its numbers."

"We're looking for a better solution."

And we immediately start explaining how we can help.

That's where the sales conversation can go wrong.

Before you present a solution, you need to understand the problem—and sometimes your prospect hasn't fully explored the impact of that problem themselves.

That's where great questioning changes everything.

Sandler's Pain Funnel provides a framework for moving beyond facts and circumstances to uncover the business and personal impact of an issue.

Not through interrogation.

Not through manipulation.

And definitely not by convincing someone they have a problem.

It's about curiosity, listening, and asking thoughtful questions that help both sides determine whether there's a compelling reason to move forward.

During This Workshop You'll Learn

Get Beyond the Surface Problem

Learn how to move beyond a prospect's initial response and uncover what's really happening beneath it.

Ask Better Questions

Discover how Sandler's Pain Funnel helps create a natural progression of questions that takes a conversation deeper without making it feel scripted or uncomfortable.

Understand the Impact

Learn how to help prospects explore what an unresolved problem may be costing them—in time, money, missed opportunities, frustration, or other business consequences.

Qualify Earlier

Determine whether the problem is significant enough to warrant change before investing valuable time developing solutions and proposals.

Stop Pitching and Start Listening

Replace premature presentations with curiosity, active listening, and conversations that put the buyer—not your solution—at the center.

Who Should Attend

This workshop is designed for professionals who want to have stronger, more productive sales conversations, including:

• Business owners
• CEOs and founders
• Sales leaders
• Sales managers
• Sales professionals
• Business development professionals
• Consultants
• Professional service providers
• Revenue leaders

Whether you're responsible for your own business development or leading an entire sales organization, you'll leave with a questioning framework you can begin using immediately.