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Sales, MAR 4403 - Chapter 8

Horizontales
Question encourages sharing
Salesperson should never do this
Hearing only what you want to hear
Used to get down to business
Enhances small talk
Acknowledge, acquire, etc.
"Do you have a question?" for example
How product addresses specific need
Enhanced by friendly conversation
Established by honoring cultural differences
Question that uncovers dissatisfaction
Solution centered questions
Verticales
Based on customer's needs
Includes ego- and issue-involvement of each member when presenting to these
A Yes / No question
Based on non-verbal cues, for example
Prospects get it in first few minutes
Talking about things of little interest to custoemr
Question asked to gather background information
Goes beyond features / benefits, abbrv.
GEN X to traditionalists
Makes effective entrance
Problem centered questions
Only 90 calories, for example
Technique to discover needs