ETHICS PROBLEMS
You are giving a presentation and it is going very well. Your prospect has already commented on how professional your information has been presented. You have been using a feature/benefit chart that you created late the night before to show how your new product is going to be introduced to the market. While the prospect is asking a question, you happen to glance down at your feature/benefit chart again. You almost gasp out loud when you notice that the chart claims that $5,000,000 is going to be spent in advertising the new product launch, when in fact it should say $500,000. Will you admit the mistake to your prospect? Why?
QUESTIONS AND PROBLEMS
Assume you are selling plumbing maintenance and repair services to a large hotel. Develop two open questions and two closed questions to discover the prospect’s needs.
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