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Selling People Skills and You
Four Patterns of Behavior
Whats the Difference?
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achieve answer basic Behavior Q4 behavioral job goals benefit statement better boss brief assertions build trust business job goals chance chapter closed-end questions Customer Behavior customer's behavior customer's needs deal develop Dimensional Model discussion effective example explain feel Figure flat assertions gible give happen ideas intangible needs interaction keep leading questions let the customer listen Low Low low receptivity Management Behavior managing objections means ment mind motivate neutral probes open-end probes optimal pauses performance appraisal person presentation problem product or service Q4 behavior Q4 coaching Q4 goals Q4 management Q4 relationship selling Q4 sales Q4 skills Q4 Strategy raise receptivity reflective statements response sales behavior sales manager salespeople salesperson self-realization seminar strong summary statements talk tangible needs tell there's things tion tive tomer trial close understanding and commitment usually what's