Term
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Definition
| any statement made by the buyer which expresses a want or concern that can be satisfied by the seller |
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Term
| What are two kinds of needs |
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Definition
| Implied Need & Explicit Need |
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Term
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Definition
| A statement made by the customer regarding problems dissatisfactions or concerns |
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Term
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Definition
| A specific customer statement of wants or desires |
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Term
| What does SIER stand for? |
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Definition
Sensing – understanding the environment
Interpreting – Understanding clearly what the person has said
Evaluating – Do I agree with what they’ve said – does it make sense?
Responding |
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Term
| What questions are powerful in talking with decision makers |
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Definition
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