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carlocarlo carlocarlo
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6 years ago
Marco asks his manager to listen in for one day while he makes calls in order to help him figure out where he could improve. The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them. The manager suggests that Marco spend less time talking about the prospect's personal details and:
A) more time talking about the features of the product
B) focus on non-verbal ways to build rapport with the prospect, such as making active listening noises
C) keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call
D) practice his elevator presentation so he can help the prospect understand the product more quickly, since they do not have time on the phone to do a long pitch
E) instead, talk about himself so the prospect will be able to trust him more easily
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Selling Today: Partnering to Create Value

Selling Today: Partnering to Create Value


Edition: 14th
Authors:
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EnderWolfeEnderWolfe
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6 years ago
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carlocarlo Author
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6 years ago
Thanks for your help!
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