Student or Learner
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.
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.