What is a key concept for selling HP thin clients?

Question

Options

• AHP Flexible thin clients are always the best fittocustomers in the healthcare industry.
• BAlways ask questions that the customer can answer with a yes or a no.
• CCreate and use discovery and assessment questions to see how ready your customer is to buy
• DPresent your sales pitch, and then ask for questions or comments at the end of your speech.

• B
  5% (2)
• C
  93% (40)
• D
  2% (1)

Explanation

Discovery and assessment questions are the foundation of consultative selling - they help you understand a customer's environment, pain points, budget readiness, and timeline before recommending any solution, making C the correct answer.

Why the distractors are wrong:

• A is wrong because no single product line is universally "always best" for any industry - customer needs vary and must be assessed individually.
• B is wrong because yes/no (closed) questions shut down conversation; effective discovery uses open-ended questions that draw out detailed information.
• D is wrong because leading with a pitch before understanding the customer's needs is the opposite of consultative selling - it often leads to mismatched recommendations and lost deals.

Memory tip: Think of the acronym D.A.Q. - Discover before you Advocate. You must ask Questions first to uncover what the customer actually needs before you can match them to the right HP thin client solution.

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