• What customer wants to see value in spending time with a Sales Rep?
• What does every customer want to do?
• What does every customer want to see?
15. A Sales Rep needs to recognize the appropriate time to open.
• Who needs to recognize the appropriate time to open?
• What does a Sales Rep need?
• What time to open does a Sales Rep need to recognize?
16. An effective sales person must always state the purpose of the call.
• Who must always state the purpose of the call?
• What sales person must always state the purpose of the call?
• What must an effective sales person always state?
• What purpose must an effective sales person always state?
17. He explained what the customer would get from the call.
• Who explained what the customer would get from the call?
• What did he do?
• What did he explain?
18. Exploring is the most effective skill in selling.
• What is the most effective skill in selling?
• Where is exploring the most effective skill?
19. By asking questions, the Sales Rep has discovered the customer’s buying needs.
• Who has discovered the customer’s buying needs?
• How has the Sales Rep discovered the customer’s buying needs?
20. By asking open questions you can make your customer respond freely.
• How can you make your customer respond by asking open questions?
• By asking what questions can you make your customer respond freely?
21. By asking closed questions you can gain «yes» or «no» responses.
• By asking what questions can you gain «yes» or «no» responses?
• What responses can you gain by asking closed questions?
22. The Sales Rep has proceeded very effectively through the sales call.
• Who has proceeded very effectively through the sales call?
• How has the Sales Rep proceeded through the sales call?
23. The experienced Sales Rep has uncovered the customer’s needs.
• Who has uncovered the customer’s needs?
• What Sales Rep has uncovered the customer’s needs?
24. After exploring the customer’s needs the Sale Rep provided the information about the relevant features, advantages and benefits of the product.
• Who provided the information about the relevant features, advantages and benefits of the product after exploring the customer’s needs?
• About what did the Sale Rep provide the information after exploring the customer’s needs?
• When did the Sale Rep provide the information about the relevant features, advantages and benefits of the product?
• About what features, advantages and benefits of the product did Sale Rep provide the information?
25. During the call the Sales Rep faced some real challenges.
• Who faced some real challenges during the call?
• What did the Sales Rep face during the call?
• What challenges did the Sales Rep face during the call?
26. He explored the challenges and listened carefully.
• Who explored the challenges and listened carefully?
• What did he explore?
• How did he listen?
27. The Sales Reps must respect the customer’s point of view.
• Who must respect the customer’s point of view?
• What must the Sales Reps do?
• What must the Sales Reps respect?
• Whose point of view must the Sales Reps respect?
28. Doubts and misconceptions can occur at every stage of the call.
• What can occur at every stage of the call?
• When can doubts and misconceptions occur?
• At what stage of the call can doubts and misconceptions occur?
29. The customer doubted whether your product really had the features or benefits.
• Who doubted whether your product really had the features or benefits?
• What did the customer doubt about?
30. After your call the customer had incomplete or inaccurate information.
• Who had incomplete or inaccurate information after the call?
• After whose call did the customer have incomplete or inaccurate information?
• What information did the customer have after the call?
• When did the customer have incomplete or inaccurate information?
31. It is not surprising that the customer was questioning you in depth.
• Who was questioning you in depth?
• What was the customer doing?
• How was the customer questioning you?
32. They wanted to be sure that you really could deliver what you claimed.
• Who wanted to be sure that you really could deliver what you claimed?
• What did they want to be sure?
33. Every product has its limitations.
• What has its limitations?
• What does every product have?
34. A limitation is something that can be offered or satisfied by that product.
• What is a limitation?
35. You will need to explore the limitation fully.
• Who will need to explore the limitation fully?
• What will you need?
• How will you need to explore the limitation?
36. You must put the limitation into perspective.
• Who must put the limitation into perspective?
• What must put into perspective?
• Where must you put the limitation?
37. He balanced the limitation with relevant accepted benefits.
Who balanced the limitation with relevant accepted benefits?
• What did he balance with relevant accepted benefits?
• With what did he balance the limitation?/What did he balance the limitation with?
• With what benefit did he balance the limitation?/What benefit did he balance the limitation with?
38. In the end of the call he has gained the customer’s agreement.
•