| Questions | Demonstrating Capability |
|---|---|
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What question asks about the value or usefulness of a proposed solution?
Need-Payoff Question
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What are the 3 ways to demonstrate your capabilities?
Features, advantages and benefits (FAB)
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What type of question is " How satisfied are you with the response time of your service provider?"
Problem Question
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What is the purpose of Implication questions?
To explore the effects, consequences or implications of the customer's problems
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