When Paul was talking with his customer about the new accounting system, his customer mentioned that she thought the new system was not going to fit into their budget. Paul explained that once her people were trained on it, it would require less time to process orders, and therefore save her money in payroll. Which part of the sales presentation is demonstrated in this example?

Question

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Overcoming reservations refers to addressing and resolving any concerns or objections from the customer. In this example, Paul is addressing the customer's concern about the cost of the new accounting system by explaining how it will actually save them money in the long run.

When Paul Was Talking with His Customer About the New