The Authors Recommend Scaling Clients' Confidence About Finding Solutions at the Beginning

question 13

True/False

The authors recommend scaling clients' confidence about finding solutions at the beginning of a session so as to get the most accurate scaling score.

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Definitions:

Disagreement Signals

Behavioral or verbal cues indicating a difference in opinion or dissatisfaction.

Unplanned Situation

an unexpected event or circumstance that arises without forethought or anticipation, often requiring immediate attention or action.

Close-ended Questions

Close-ended questions are queries that can be answered with a simple "yes" or "no" or with a very limited set of responses, allowing for quick answers but limiting discussion depth.

Acceptance Signals

Non-verbal or verbal cues from potential customers that indicate interest, agreement, or willingness to proceed in a sales conversation.