What should a salesperson remember when conducting a needs-gap analysis?
A) A prospect with an identified need does not necessarily translate into a purchase.
B) Prospects require a value proposition before considering a purchase.
C) A prospect with a confirmed benefit leads to a purchase.
D) Features sell the product because that is what customers want.

Question

Quizplus · Accepted Answer

Conducting a needs-gap analysis involves identifying a prospect's needs and determining how the salesperson's product or service can satisfy those needs. However, just because a prospect has a need, it does not necessarily mean they will make a purchase. There may be other factors such as budget or timing that prevent the sale from taking place. Therefore, a salesperson should remember that identifying a need is just the first step in the sales process.

What Should a Salesperson Remember When Conducting a Needs-Gap Analysis