The correct answer is B) probing.
The other options of the question were A) empathy. C) selective questioning. D) problem-solving. E) targeting.
During sales presentations, Tyrone, a computer salesperson, asks prospects various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells. Tyrone uses probing, a good tool for a successful salesperson.
Good salesmen know that they need to have a set of tools and techniques they are going to use depending on the situation, the client, or the prospects. Salesmen need to persuade the prospects to convince them that their product or service is the best. When they use probing as a tool to sell, the salesman poses questions regarding previous experiences with other similar products, prices, quality, and service, so the salesman can share the advantages of its product.
Answer:
Tyrone uses probing, a good tool of the successful salesperson.
Explanation:
Probing took place when Tyrone asked prospective customers various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells.
By probing the customer on his needs and wants, by asking the customer which benefits and features are likely to work for him, and by generating enough information to sell the themes, images and concepts of a product, Tyrone is learning what it will take in future calls to close the sale and possibly retain the customer.
