Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.
A) Needs to improve her prospecting and qualifying skills
B) Isn't spending enough time presenting the different features and benefits of her products
C) Needs to find a way to lower the price of her products
D) Just doesn't know the product well enough to sell it
E) Is working with customers who simply don't know what they need

Question

Quizplus · Accepted Answer

The fact that Tracy's customers consistently bring up need objections suggests that she may not be properly identifying and qualifying her prospects. Improving her prospecting and qualifying skills would help her identify customers who have a legitimate need for her products and increase her chances of making a sale.

Tracy Is a Salesperson for XYZ Computer Co