The salesperson has noticed that customers do not buy when she expects them to,and seem to want more stages of information-gathering and less time for the actual purchase than her sales manager trained her in.She approaches her sales manager about this and together they decide to:
A)focus more on presenting the benefits of the product to the prospect
B)ask for the close immediately after presenting the benefits to the prospect
C)study the customer's buying process to align their selling process to it more closely
D)spend more time building rapport with the customer initially
E)rework the presentation script to focus more on emotion

Question

Quizplus · Accepted Answer

The best choice is to study the customer's buying process to align their selling process to it more closely. This will help the salesperson understand what the customer needs during the information-gathering phase and help provide the necessary information to make the purchase decision. By aligning their selling process to the customer's buying process, the salesperson can improve their chances of making a successful sale. Focusing more on presenting the benefits of the product or reworking the presentation script may not address the root cause of the problem, which is the mismatch between the customer's buying process and the salesperson's selling process. Asking for the close immediately after presenting the benefits or spending more time building rapport may not be appropriate for all customers or situations.

The Salesperson Has Noticed That Customers Do Not Buy When