Question: Explain why open-ended questions are effective. Create two questions which are open-ended. What is the difference between wants and needs? What role does the salesperson

  1. Explain why open-ended questions are effective. Create two questions which are open-ended.
  2. What is the difference between wants and needs? What role does the salesperson have in helping the buyer identify needs?
  3. Differentiate between hearing and listening. How does improving your listening skills enhance your persuasive powers?
  4. Why is it important for a salesperson to recognize and adjust his or her presentation when a buyer is showing caution signals?
  5. Explain what a USP is and why are they used? And, in preparing your presentation is it better for you to have more than one USP?

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