In a discussion about sales resistance with his sales manager, Philippe has determined that some of his prospects have been avoiding the sales interview. Which strategy should he use to address this problem?
A) provide the prospect with a good reason to want to see him and request an appointment
B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
C) schedule regular sales visits with the prospect
D) make a sales presentation that clearly communicates a better solution to the buyer's problem

Question

Quizplus · Accepted Answer

Providing the prospect with a good reason to want to see Philippe and requesting an appointment can help address their resistance to a sales interview. This approach can demonstrate value and interest in the prospect's needs, making them more likely to agree to a meeting.

In a Discussion About Sales Resistance with His Sales Manager