This is shown by the first statement made by Ann to attract the attention of Joe Bell. Moreover, as the buyer who is at work, Joe is quick to tell Ann to go straight to the purpose of the visit.
No she did not ask too many questions. This is shown…
To achieve a greater success in my sales I would formulate more need pay off questions to enable me make sales much quicker as it will excite more explicit need response from the customer. The need pay off questions will get the customer telling me the benefits of my system to the current situation they are in.
Implied questions will also help me to extract the difficulties or problems being faced by the customer thus enabling me to be able to make the customer more excited about the solutions my system will offer. Research has always proven that successful salespersons ask mainly two types of questions i.e. the implied and the need pay off ...
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