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    • Join Date: Jul 2005
    • Posts: 928
    #1

    implicating

    Hi,

    could you please tell me what "implicating" means in the following text:

    The representative must understand and use the selling steps: pre-call planning, probing, implicating, offering a solution and handling objections.

    Thank you very much.

    Hanka


    • Join Date: Jan 2007
    • Posts: 289
    #2

    Smile Re: implicating

    Quote Originally Posted by Hanka View Post
    Hi,

    could you please tell me what "implicating" means in the following text:

    The representative must understand and use the selling steps: pre-call planning, probing, implicating, offering a solution and handling objections.

    Thank you very much.

    Hanka
    Hi, here I venture my premature guess, and I hope it'll brainstorm a little bit of help to your query since no one did present their guiding reply.

    The selling steps are pre-call planning, probing, involving, offering a solution, and handling objections.

  1. BobK's Avatar
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    • Join Date: Jul 2006
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    #3

    Re: implicating

    Quote Originally Posted by piousoul View Post
    Hi, here I venture my premature guess, and I hope it'll brainstorm a little bit of help to your query since no one did present their guiding reply.

    The selling steps are pre-call planning, probing, involving, offering a solution, and handling objections.

    I think piousoul's suggestion is right. The first possibility I considered was that 'implicating' was a step in the selling cycle that involved making implications - either about other products on the market, or about the potential buyer's need for the product being sold. On further reflection, though, I think it is referring to a long-term commitment (I suspect it's about selling something expensive, like double-glazing - that'll involve making regular payments over a number of years); implicating is 'involving in the beginning of a long-term commitment' or just 'involving in a commitment to spend the money' [however little].

    No - scratch that! This happens before 'offering a solution', so implicating is involvement in/commitment to the idea of spending some money [on something - the customer doesn't know what yet] to change the situation.

    b

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