Podcast
Questions and Answers
What is the primary goal of need discovery in sales?
What is the primary goal of need discovery in sales?
- To build a partnership with the buyer
- To gather basic facts about the buyer's situation
- To create value and meet the needs of customers (correct)
- To execute the firm's marketing strategy
What type of questions are designed to collect basic facts about the buyer's existing situation and problem?
What type of questions are designed to collect basic facts about the buyer's existing situation and problem?
- Open questions
- Survey questions (correct)
- Probing questions
- Closed questions
What is the primary purpose of general survey questions?
What is the primary purpose of general survey questions?
- To uncover the pain and implications of the customer's problem
- To discover facts about the buyer's problem and existing situation (correct)
- To execute the firm's marketing strategy
- To describe the problem from the buyer's point of view
What type of questions require the prospect to go beyond a simple yes/no response?
What type of questions require the prospect to go beyond a simple yes/no response?
What type of questions are used to uncover and clarify the pain, implications, and circumstances surrounding the customer's buying problem?
What type of questions are used to uncover and clarify the pain, implications, and circumstances surrounding the customer's buying problem?
What type of questions can be answered with a yes or no, or a brief response?
What type of questions can be answered with a yes or no, or a brief response?
What is the percentage increase in sales success attributed to mastering the use of questions according to Neil Rackham's research?
What is the percentage increase in sales success attributed to mastering the use of questions according to Neil Rackham's research?
Which type of question is used to collect basic facts about the buyer's existing situation and problem?
Which type of question is used to collect basic facts about the buyer's existing situation and problem?
What is the primary purpose of confirmation questions in the sales process?
What is the primary purpose of confirmation questions in the sales process?
What are buying conditions, according to the text?
What are buying conditions, according to the text?
What is the primary focus of the investigative or need-discovery stage of the sales process?
What is the primary focus of the investigative or need-discovery stage of the sales process?
How many types of questions are commonly used in the selling field, according to the text?
How many types of questions are commonly used in the selling field, according to the text?
What is the primary purpose of confirmation questions in the sales process?
What is the primary purpose of confirmation questions in the sales process?
What are buying conditions in the sales process?
What are buying conditions in the sales process?
What is the primary focus of need-satisfaction questions?
What is the primary focus of need-satisfaction questions?
What is active listening in the sales process?
What is active listening in the sales process?
What is the second part of the Consultative Sales Process Guide?
What is the second part of the Consultative Sales Process Guide?
What is the fourth part of the Consultative Sales Process Guide?
What is the fourth part of the Consultative Sales Process Guide?
