Producers who know something about their target customers' needs and attitudes often supply their relatively untrained salespeople with a sales presentation in which (1) the salesperson does most of the talking at the beginning, (2) then brings the customer into the discussion to clarify the customer's needs, and (3) tries to close the sale. They are using a:

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The selling formula approach involves a structured presentation where the salesperson initially leads the conversation, then engages the customer to understand their needs, and finally attempts to close the sale.

Producers Who Know Something About Their Target Customers' Needs and Attitudes