10 Jul Introduction:A short statement to build rapport is fine, but opti
Introduction:A short statement to build rapport is fine, but optional.Thank the customer (me) for the meeting, and tell him that you would like to ask some questions.Situation QuestionsAsk multiple situation questions so you can demonstrate that you understand how to use these questions to gather information that is necessary in ultimately making your sales pitch. How many situation questions? That depends on how relevant your questions are. A minimum would be 5-6, but more may be needed. Problem Question Ask one (1) problem question.I will respond based on your written directive from Part 1 of the assignment.Implication QuestionsAsk 3 to 6 implication questions. Needs Benefit (Payoff) QuestionAsk one (1) needs benefit question.I will respond.FABsF-A-Bs: Present two (2) different FABs.Handling ObjectionsAsk me for a commitment, i.e., can we move forward, can I have your commitment, can you sign the contract now, etc.I will pose an objection (based on the one that you gave me in Part 1).
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