Sales II - 1.04

In general, ____________ a customer often leads to simple yes/no answers.

• probing

• questioning

• ignoring

• distracting

________ questions however, lead to more complex and extended answers.

• probing

• questioning

• ignoring

• distracting

Which phase of the selling process is questioning most significant?

• Preparing to sell

• Establish relationships

• Discover customer needs

• Prescribing solutions

_________ questions help summarize what you have heard and verifies that you heard it correctly and completely.

• Interpretive probing

• Closed ended probing

• Open ended probing

• Confirming probing

This is an example of which type of probing question:

“So, what I am hearing is that you are looking for a small, eco-friendly vehicle, correct?”

• Interpretive probing

• Closed ended probing

• Open ended probing

• Confirming probing

This is a benefit of asking probing questions:

Gaining clarification to ensure that you have the whole story and that you understand it thoroughly.

• True

• False

A reason for asking probing questions is to learn prospect’s needs, wants, ________, and goals

• desires

• family

• budgets

• jobs

Skillful questioning needs to be matched by careful ________ so that you understand what people really mean with their answers.

• tone of voice

• body language

• listening

• eye contact