Entering a Buyer's Intimate Space Before the Prospect Is Ready

question 63

True/False

Entering a buyer's intimate space before the prospect is ready is endearing to the buyer and helps the salesperson close the sale.

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Definitions:

Identifying Client's Strengths

The process in therapy of recognizing and emphasizing a client’s abilities, skills, and positive attributes to build resilience and support therapeutic goals.

Established Set

A pre-existing framework or mindset that influences how a person perceives and responds to new information or experiences.

Scaling Question

A technique used in therapy and coaching to assess the client's perspective on a problem or to measure progress, asking them to rate experiences on a numerical scale.

Pre-suppositional Question

A type of question that assumes something to be true and can influence how a respondent might answer, often used in therapy to explore beliefs.