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Prepare questions to discover customer needs

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Reference no: EM133176604

Too many salespeople simply launch into their sales pitch, without any regard to understanding what the customer is truly looking for. By spending the time upfront to better understand your customer's current situation, potential problems ( that your product or service may be able to solve), priorities, and sense of urgency, you will be in a much better position to help them by providing what they need and help yourself by successfully closing the sale.

Please choose a product/service from the list below and prepare questions to discover your customer's needs. Prepare two questions for each of the four parts of SPCN (Survey, Probing, Confirmation, Need Satisfaction), so that you naturally progress to your Need Payoff Question:

  • Survey
  • Probing
  • Confirmation
  • Need Satisfaction

Reference no: EM133176604

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