Marco, a Salesperson, Prospects for New Customers Almost Constantly but Still

question 14

Multiple Choice

Marco, a salesperson, prospects for new customers almost constantly but still has problems meeting his sales goals. Marco has consulted with his sales manager, who notices that once Marco has a meeting with a decision maker, Marco typically closes the sale.
-Marco asks his manager to listen in while he makes calls one day to help him figure out what he could be doing better.The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them.The manager suggests that Marco spend less time talking about the prospect's personal details and:

• A) more time talking about the features of the product
• B) focus on non-verbal ways to build rapport with the prospect, such as making active listening noises
• C) keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call
• D) practice his elevator pitch so he can help the prospect understand the product more quickly, since they do not have time on the phone to do a long pitch
• E) instead, talk about himself so the prospect will be able to trust him more easily

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