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nailat nailat
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7 years ago
Marco asks his manager to listen in while he makes calls one day to help him figure out what he could be doing better. 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 pitch 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
Textbook 
Selling Today: Creating Customer Value

Selling Today: Creating Customer Value


Edition: 13th
Authors:
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NicroNicro
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7 years ago
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nailat Author
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#2
7 years ago
Correct Slight Smile
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