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If the prospect trusts the salesperson, the prospect may be less sensitive to the product’s price.

Today’s salesperson should have a basic understanding of their prospects’/customers’ business. If available for review, a business’ income statement offers a look into the business’ financial health. The difference between a business’ total revenue generated and cost of sales is known as what?

Unfortunately, many consumers have a distrust bias of salespeople. Maybe they have encountered too many “yesterday” salespeople.  A salesperson who increases trust may also lower a prospect’s sensitivity to price.

Building trust with a prospect reduces a prospect’s price sensitivity toward the product. 

A salesperson can use a competitive product analysis chart to graphically illustrate how his product’s features compare to the competition. This is known as distinguishing your product through differentiation.

Today’s salesperson should have a basic understanding of their prospects’/customers’ business. If available for review, a business’ income statement offers a look into the business’ financial health. The difference between a business’ total revenue generated and cost of sales (a.k.a. the cost of products sold) is known as what?

After the sales meeting, a salesperson should always ask their prospect to commit to the next step that will keep the sales process moving forward.

Since different prospects frequently have different objections to a product, a salesperson should not spend pre-sales meeting time rehearsing possible objections.

Sales professionals understand that prospects are judging them from the moment they meet so they plan their opening comments.

Sales meeting objectives should be salesperson focused.