IDIS 330 Exam 1 Complete Questions And Answers

Steps of Selling Process - Answer-Attention Discovery Solution Commitment Attention - Answer-Focus them on you, pique their interest Discovery - Answer-Encourage prospects to discuss problems they have Solution - Answer-Provide solutions to problems found in discovery. Commitment - Answer-Buyer and seller go forward and implement solution Buyer's first business questions - Answer-What is this about? How can I get rid of this person to get back to my business? Avoid "interested" - Answer-Try: Is this at least worth knowing/hearing/talking about Avoid "appointment" - Answer-Try: can we meet just briefly Avoid "I need/want to" - Answer-Try: may I? Avoid " I'll be honest with you" - Answer-Try: be candid/frank with you Avoid "deal" - Answer-Try: Offer/proposalBenefit statement - Answer-focus attention on you and help them see value of spending time with you Example benefit statements - Answer-we may be able to we might be able to its possible we can Basic buying motives - Answer-potential problem fear of loss hope of gain availability