Encountering price resistance is something every salesperson will deal with at some time. Why is dealing with price one of the most difficult parts of professional selling?

Options:

A) It is often a delaying tactic used by prospects who want to put off making a decision.

B) It may mean that the prospect is simply using this technique to negotiate a better deal.

C) It may mean the prospect can't afford the product/service but is hesitant to say so.

D) It may mean your company has not priced its products to sell.

E)  It is more difficult to pin down because it can mean many different things to different prospects.

Question

 The best salespeople would never use the need discovery step in the selling process to

Options:

A) Assist the prospect in identifying problems and solutions.

B) Help the prospect determine how much inventory to order.

C) Discover whether there is even a need for the salesperson's product.

D)  Tell the prospect what they need.

E)  Determine if the prospect is qualified.

Answer rating: 100% (QA)

The detailed answer for the above question is provided below Dealing wi... View the full answer