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1. In what kind of selling situation is interactive need-satisfaction selling most effective?

2. Explain what the image of the Sales Funnel demonstrates.

3. Discuss the skills and knowledge that top salespeople have who are effective strategic problem solvers.

4. What should the Benefit in your FABs (Features, Advantages, Benefits) relate to as you make your presentation to your customer?

5. Convert the following closed ended questions to open ended questions:

a) Do you have a preference in this purchase?

b) Are you looking to buy a car?

6). How do salespeople earn the right to have a prospect's attention?

7) Identify and describe the SPIN questioning technique, and provide examples for each.