What process involves the showing of a product feature, explaining the advantage, leading into a benefit, and then letting the customer talk by asking a question? SELL sequence Salesperson's attitude Unprofessional presentation Objection handling process Trial close How many staff do you currently have on your team? This is an example of question a Situational Problem Implication Need Payoff The Approach objectives include: Make a great first impression Transition to presentation O Build rapport O All of the above are objectives About one third of the way through your presentation, the prospect brings up the competition and asks you about one of their products. What should you do under this scenario? Answer the question and get back to your presentation Tell the customer you are familiar with that product (if you are) and explain how and why some of your current customers at one point used that competitor's product and now are your customers Go into a detailed explanation highlighting the features of your competitor's product Bring up all negative issues associated with your competitor's product Try, in a humorous manner, to put down the competitor's product During the SELL phase, you begin to describe how a particular feature helps the buyer, this is an example of: Select Feature Explain advantage Lead to benefit Let customer talk What is the best medium for first contact of a prospect (as discussed in class)? In person Email Phone Fax