Sales Rep use it as opportunity to sell
- Salesrep employ a version of the Socratic method, not telling customers what to think but instead helping them create a framework within which to make their own decisions.
- The aim is to support customers regardless of the outcome. When the buyer’s direction aligns with the supplier’s capabilities, the reps make that abundantly clear; conversely, they bow out early and direct their attention elsewhere when alignment proves elusive. Above all else, they help customers make sense of the information they’ve encountered to make confident purchase decisions. Their approach is a form of sensemaking
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Effective communication
Persuasion techniques
Closing a sale
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