• What Sales Rep has uncovered the customer’s needs?

24. After exploring the customer’s needs the Sale Rep provided the information about the relevant features, advantages and benefits of the product.

• Who provided the information about the relevant features, advantages and benefits of the product after exploring the customer’s needs?

• About what did the Sale Rep provide the information after exploring the customer’s needs?

• When did the Sale Rep provide the information about the relevant features, advantages and benefits of the product?

• About what features, advantages and benefits of the product did Sale Rep provide the information?

25. During the call the Sales Rep faced some real challenges.

• Who faced some real challenges during the call?

• What did the Sales Rep face during the call?

• What challenges did the Sales Rep face during the call?

26. He explored the challenges and listened carefully.

• Who explored the challenges and listened carefully?

• What did he explore?

• How did he listen?

27. The Sales Reps must respect the customer’s point of view.

• Who must respect the customer’s point of view?

• What must the Sales Reps do?

• What must the Sales Reps respect?

• Whose point of view must the Sales Reps respect?

28. Doubts and misconceptions can occur at every stage of the call.

• What can occur at every stage of the call?

• When can doubts and misconceptions occur?

• At what stage of the call can doubts and misconceptions occur?


29. The customer doubted whether your product really had the features or benefits.

• Who doubted whether your product really had the features or benefits?

• What did the customer doubt about?

30. After your call the customer had incomplete or inaccurate information.

• Who had incomplete or inaccurate information after the call?

• After whose call did the customer have incomplete or inaccurate information?

• What information did the customer have after the call?

• When did the customer have incomplete or inaccurate information?

31. It is not surprising that the customer was questioning you in depth.

• Who was questioning you in depth?

• What was the customer doing?

• How was the customer questioning you?

32. They wanted to be sure that you really could deliver what you claimed.

• Who wanted to be sure that you really could deliver what you claimed?

• What did they want to be sure?

33. Every product has its limitations.

• What has its limitations?

• What does every product have?

34. A limitation is something that can be offered or satisfied by that product.

• What is a limitation?

35. You will need to explore the limitation fully.

• Who will need to explore the limitation fully?

• What will you need?

• How will you need to explore the limitation?

36. You must put the limitation into perspective.

• Who must put the limitation into perspective?

• What must put into perspective?

• Where must you put the limitation?

37. He balanced the limitation with relevant accepted benefits.

Who balanced the limitation with relevant accepted benefits?

• What did he balance with relevant accepted benefits?

• With what did he balance the limitation?/What did he balance the limitation with?

• With what benefit did he balance the limitation?/What benefit did he balance the limitation with?

38. In the end of the call he has gained the customer’s agreement.

• Who has gained the customer’s agreement?

• What has he gained in the end of the call?

• Whose agreement has he gained in the end of the call?


39. The customer was not at all interested in what you were saying.

• Who was not at all interested in what you were saying?