In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?
A) provide the prospect with a good reason to want to see her 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

Asking questions using the ADAPT or SPIN models can help verify the prospect's interests and ensure that they are properly qualified. This will also help Iman determine the best approach to take in making a sales presentation that addresses the buyer's needs and concerns. Providing a good reason to request an appointment or scheduling regular sales visits may not address the root cause of the sales resistance issue. Making a sales presentation without properly qualifying the prospect's interests may not effectively address their needs and concerns.

In a Discussion About Sales Resistance with Her Sales Manager