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Group Facilitation Session 1

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Questions and Answers

Why is it important to ask questions of your customer?

To provide the customer with a solution without understanding their needs
To ensure the customer is satisfied with the product
To convince the customer to purchase the product
To understand and assess the customer's needs (correct)

What is the main goal of the need-focused questions?

To discuss the project's timeline
To identify the key issues affecting the project (correct)
To understand the company's objectives
To propose potential solutions to problems

What is one of the primary benefits of asking questions in a sales conversation?

To build a relationship and rapport with the customer (correct)
To provide a detailed explanation of the product's features
To control the conversation and direct it towards a specific area
To persuade the customer to make a purchase immediately

What is the benefit of asking the solution-focused questions?

To position the product or solution according to the customer's needs (A) Signup and view all the answers

What is the primary goal of asking questions in a sales conversation?

To uncover the customer's needs and wants (A) Signup and view all the answers

What is the key to effective questioning in a sales conversation?

Asking questions that are open-ended and encourage detailed responses (D) Signup and view all the answers

What do open questions typically begin with?

Who, Where, What, When, Why and How (D) Signup and view all the answers

What is the purpose of asking questions that focus on the impact of the customer's needs?

To help the customer fully recognize the impact of the problem before presenting a solution (C) Signup and view all the answers

What is the primary benefit of using questions to persuade customers?

They enable the customer to persuade themselves (D) Signup and view all the answers

Why is it important to prepare questions in advance?

To think about some questions in advance, even if the conversation goes off track (B) Signup and view all the answers