Question: become as knowledgeable about your prospect as possible. To Do: 1. Pick the product you are selling and the company that you represent. 2. Identify

become as knowledgeable about your prospect as

become as knowledgeable about your prospect as possible. To Do: 1. Pick the product you are selling and the company that you represent. 2. Identify your prospect by naming the person and company) that you are selling to 3. What type of buyer are they? Depending on your answer, what type of buying situation is this? Explain. 4. Identity the steps in the buying process for this prospect. Connect with your specific selling situation, don't just mention the names of the steps. 5. Compile a list of questions that you will ask the prospect. 6. Analyze your prospect's buying behaviour. What are their basic needs. influences and motives behind their buying decisions. 7. Put together a feature-benefit strategy. 8. Identify general vs specific benefits for your prospect. 9. Comment on how the Value Added Product-Selling Model (or the Total Product Concept) applies for your product. 10. Position your product. Explain your selection. 11. Submit your strategy to the STR2 Dropbox on FOL

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