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HA405 : The Class : Customer Management : Relationships : VCC

VCC Discussion: The Power of Questions and Listening - P3, S5, T1

To complete this assignment successfully, you should:

  1. Study the assignment carefully
  2. Complete the assignment as directed

  NEED DISCOVERY IS ABOUT ASKING IN-DEPT QUESTIONS AND LISTENING INTENTLY: In fact, the sophistication of and extensive nature of the questions asked distinguishes and is a major characteristic of superior "consultative salespeople." "Transactional salespeople" ask relatively shallow questions since the product/service they are selling are basic and commodity-like. They primarily ask about "facts" and sometimes may ask about the customer's "feelings." Consultative sellers ask these and more. Remember, the more that you know about your customer's needs, the better able you are able to match an appropriate product/service to these needs and customer "problems." You will have "competitive advantage" simply because you have better and more information.

Let's go to the VCC and Discuss!

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