What should the consultative salesperson do when the prospect says,"Does that mean your product is 10 percent slower than your competitor's?"

Question

Quizplus · Accepted Answer

The best course of action in this situation is for the salesperson to handle the question as an objection. This means addressing the concern head-on by providing evidence or explaining the benefits of their product despite being slightly slower. It also presents an opportunity for the salesperson to gather more information about the prospect's needs and preferences. Conducting an unplanned needs assessment or modifying the sales proposal may be appropriate depending on the outcome of handling the objection, but the initial response should be to address the concern directly. Leaving the prospect's office or asking for referrals is not a productive response in this situation.

What Should the Consultative Salesperson Do When the Prospect Says,"Does