Describe the need discovery worksheet.
• Preplanned questions are often used in service, retail, wholesale, and manufacturer selling
• Open questions require prospect to go beyond a simple yes/no response - provoke thoughtful and insightful answers
• Closed questions can be answered with a yes or no, or a brief response - effective when sales conversation needs to be narrowed or focused on a specific issue
• Probing questions help uncover and clarify the pain, implications, and circumstances surrounding the customer's buying problem