Question $12$

Fill in the blank in the following outline of the Conversational Selling methodology:

Introduction: where you establish warmth, credibility and trust;

$\_\_\_\_\_\_\_\_\_\_\_\_\_\_$: where you identify the pain points of the prospects through strategic questions, position your product$$s value in relation to those needs, and start to handle objections

Close: where you ask the prospect for their cooperation, and establish next stepsActive listening

Establish credibility

Repeating

Needs analysis and value proposition.