WA3: Selling Process Assignment
Instructions
- What’s the difference between open-end and closed-end questions, and describe how each of these 2 question formats might best be used in the trust-based selling process.
- Identify and explain each of the individual steps involved in the SPIN sequence of questioning. Develop two example questions for each.
- Identify and explain each of the individual steps involved in the ADAPT sequence of questioning. Develop two example questions for each step.
- What is meant by proxemics? Why is it important for salespeople to understand the concept of proxemics?