In a discussion about sales resistance with her sales manager, Morgan has determined that some of her prospects object because they lack information on the new product. Which strategy should she 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) show evidence that sparks the prospect's interest
D) make a sales presentation that clearly communicates a better solution to the buyer's problem

Question

Quizplus · Accepted Answer

By continually providing useful information, Morgan can address the prospect's lack of information objection and also demonstrate her expertise and value as a salesperson. This can build trust and credibility with the prospect, making them more likely to purchase the new product.

In a Discussion About Sales Resistance with Her Sales Manager