In discussing a planned sales dialogue, Ivan told his sales manager, "This is a new customer so I am going to start the discussion by discussing the cost savings due to reducing the amount of staff required." What does this statement suggest that Ivan is planning to use?
A) a potential benefit
B) a confirmed benefit
C) a value story
D) a feature

Question

Quizplus · Accepted Answer

Ivan is planning to use a potential benefit, as he is discussing cost savings that could potentially be achieved by the customer. He is not talking about a confirmed benefit that the customer has already received, a value story or a specific feature of the product/service.

In Discussing a Planned Sales Dialogue, Ivan Told His Sales