In a Discussion About Sales Resistance with His Sales Manager

question 78

Multiple Choice

In a discussion about sales resistance with his sales manager, Kyle has determined that some of his prospects object because they do not recognize a need. Which strategy should he use to address this problem?

• A) continually work to add value by providing useful information
• B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
• C) show evidence of a need that sparks the prospect's interest
• D) make a sales presentation that clearly communicates a better solution to the buyer's problem

Comprehend the importance of follow-up in ensuring customer satisfaction and building long-term relationships.

Identify ways to determine if a prospect is qualified, including their need, affordability, and decision-making authority.

Understand the significance of the preapproach stage in planning and preparing for a sales presentation.

Understand the various sales presentation formats and their applications.

---

Definitions:

Micro-Blogging

A form of blogging that allows users to write brief text updates and publish them, often used in social media platforms.