Form the specific questions that you would ask to find your prospect’s needs

Suppose that you are a salesperson for one of the products or services listed below. (If possible, choose one that has not been selected by one of your classmates. However, depending on the size of the class, overlap may be unavoidable.)

• Personal computers
• Carpet
• Financial planning
• Clothing
• Moving services
• Life insurance

As a salesperson for your chosen product or service, suppose that you are about to talk to a prospect who has given you no indication of her needs relative to the product or service. Your task is to come up with questions that will tell you the customer’s needs. To do so, you are expected to perform each of these steps:

1. Form the specific questions that you would ask to find your prospect’s needs.
2. Identify the type of each question (information-gathering, probing, confirmation, summary-confirmation).
3. Explain why you chose these questions and how you think they would help you establish buying motive and ultimately make the sale.

You are asked to think critically and to form your own opinions as you answer these discussion questions. However, you should support your views with references to your course readings and viewing as appropriate. Please be sure to cite all such references in your discussion.