Helping a Prospect Trust You Helping a Prospect Trust You – Homework Summary 1. Review the Trust-Building Guide: Your homework is to review the trust-building guidecarefully, ensuring you understand and can apply the key behaviours in your customerinteractions....
Identifying Gaps Identifying Gaps – Homework Summary 1. Review ‘3 Great Reasons to Identify Gaps’, ‘Example Questions’ and Open-Ended andClose-Ended Questions. 2. Review the Instructions for Creating and Refining ‘at the Surface’ questions. 3. Practice using...
Quantifying The Problem Quantifying The Problem – Homework Uncovering problems “below the surface” involves identifying hidden issues that significantlyimpact a customer’s experience with a current service provider. The key is to find 1-2...
Trucking