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:

Question

Quizplus · Accepted Answer

This sales approach is commonly known as consultative selling, where the sales rep focuses on listening to the customer's needs and providing personalized solutions that meet those needs. They act as a consultant rather than a pushy salesperson, building trust and rapport with the customer.

Some Sales Reps Try to Get a Prospect to Do