Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs.After the sales rep feels that he understands the customer's needs,he begins to enter more into the discussion,helping the customer understand his own needs,showing how his product satisfies the customer's needs,and then trying to close the sale.This type of sales presentation uses the

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In the consultative selling approach,the sales rep makes some general benefit statements to get the customer's attention and interest.Then the salesperson asks questions and listens carefully to understand the customer's needs.Once they agree on needs,the seller tries to show the customer how the product fills those needs and to close the sale.

Some Sales Reps Try to Get a Prospect to Do