What is the importance of understanding customer needs in sales?

• It doesn't really matter

• It's absolutely critical

• It's only important for certain products

• It's just a nice-to-have skill

What does probing mean in a sales conversation?

• Asking random questions

• Talking about unrelated topics

• Asking follow-up questions to get a clearer understanding

• Ignoring the customer's needs

What does active listening involve?

• Ignoring the speaker completely

• Only hearing the speaker's words

• Understanding the speaker's feelings and thoughts

• Interrupting the speaker constantly

Why is it important to understand customer goals?

• It confuses customers

• It helps guide sales efforts and deliver value

• It's only relevant for large companies

• It's not important at all

What is the purpose of asking probing questions?

• To make the customer uncomfortable

• To show off your knowledge

• To annoy the customer

• To gather more information and promote deeper conversations

What does the AFFORD model help with?

• Playing a musical instrument

• Learning a new language

• Becoming a better listener and improving communication

• Improving your cooking skills

What is the outcome of aligning products or services with customer goals?

• Decreasing sales

• Confusing customers

• Becoming a solution provider, not just a seller

• Losing customers

What is the benefit of asking relevant, thought-provoking questions as a seller?

• It doesn't make a difference

• It annoys customers

• It confuses customers

• It shows confidence and helps understand customer needs

What is the main goal of understanding customer needs?

• To make the customer feel uncomfortable

• To avoid building trust and rapport

• To increase sales and customer loyalty

• To ignore customer concerns

What is the key to becoming a great seller?

• Being confident to ask relevant, clear questions

• Avoiding asking questions

• Ignoring customer needs

• Talking more than listening