Sales IQ May 28 2019

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A

Ask intelligent questions and listen for buying signs.

B

Ask the prospective customer if they can give a commitment before you start.

C

Tell them you will need a commitment today.

D

Assume that you will have the commitment and give information to support that hypothesis.

The correct answer is:

D. Assume that you will have the commitment and give information to support that hypothesis.

The Wisdom Behind The Answer

Asking intelligent questions is important but not as important as your assumptive attitude when you walk in. Your assumptive attitude indicates you have prepared for them to buy on value. Asking the customer for the sale without providing any valuable information will probably get you thrown out, and telling them that you need a commitment will definitely get you thrown out. Walking in with solid reasons for them to buy is the single most powerful presentation tool you can possess; however, they can't be your reasons, they have to be their reasons.