As a general rule, when should the salesperson begin focusing on the price of the product?
A) Never
B) Once the prospect's needs have been defined and the salesperson has shown how those needs can be addressed with the product or service
C) Once the prospect's needs have been defined but just prior to the salesperson introducing solutions.
D) At the beginning of the sales dialogue to ensure the buyer can afford the product (and avoiding wasting time if the buyer can't afford the product)
E) After asking the buyer to make a purchase (and then only if the buyer asks for the price)

Question

Quizplus · Accepted Answer

The salesperson should focus on the price of the product once the prospect's needs have been defined and the salesperson has shown how those needs can be addressed with the product or service. Focusing on price too early in the sales process can detract from building a relationship with the buyer and understanding their needs. It's important to establish the value of the product or service before discussing price, so the buyer understands the benefit they will receive from making the purchase.

As a General Rule, When Should the Salesperson Begin Focusing