ankieta
| The level is satisfying (no need to practise); | The level is average (we can practise); | We definitely need to practise it during the training; | |
| a) Preparation for sales visits | |||
| b) Setting business goals for sales visits | |||
| c) Effective opening of sales calls | |||
| d) Probing – asking questions about: | |||
| • current situation, | |||
| • problems and consequences, | |||
| • needs and expectations, | |||
| e) Listening: | |||
| • paraphrases | |||
| • summaries | |||
| • pause and silence (time for customer to speak) | |||
| • mirror listening | |||
| • clarification | |||
| f) Needs supporting: describing adapted to customer’s needs characteristics and benefits during products presentation | |||
| g) Closing the deal: sharing responsibilities, agreements confirmation, planning next steps |
