A salesperson is prospecting for new customers almost constantly,but is having problems meeting his sales goals.He has consulted with his sales manager,who concludes that once the salesperson has a meeting with a decisionmaker he does quite well and often closes the sale.
-The salesperson 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 the salesperson is doing an excellent job of building rapport,but is not qualifying prospects as he talks to them.The manager suggests to the salesperson that he 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

Question

Quizplus · Accepted Answer

Qualifying prospects is crucial in the sales process as it helps the salesperson determine whether a prospect is a good fit for their product or service. By keeping a list of qualifying questions in front of him, the salesperson will ensure that he asks all of the important questions during the call, which will help him make more informed sales decisions. Spending less time talking about personal details and more time on qualifying questions will also help the salesperson use his time more effectively during the call.

A Salesperson Is Prospecting for New Customers Almost Constantly,but Is