If the salesperson has done a good job in the pre-sales approach, all that is needed during the "determining customer wants" stage of the selling process is confirmation of the customer's needs.

Question

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The "determining customer wants" stage of the selling process involves more than just confirming the customer's needs. It also involves identifying the customer's underlying motivations, concerns, and decision-making criteria.

If the Salesperson Has Done a Good Job in the Pre-Sales