In a discussion about sales resistance with his sales manager, Imad has determined that some of his prospects object because they do not want to change the present way of doing business. Which strategy should he use to address this problem?
A) continually work to add value by providing useful information
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

Making a sales presentation that clearly communicates a better solution to the buyer's problem is the best strategy to address prospects who object because they do not want to change the present way of doing business. This approach highlights the benefits of the new solution and helps the prospect understand why a change is necessary. Additionally, it may help overcome any resistance to change by showing that the benefits of the new solution outweigh any potential difficulties of making a transition.

In a Discussion About Sales Resistance with His Sales Manager