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Salesforce Exam Salesforce Sales Representative Topic 4 Question 33 Discussion
Topic #: 4
A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.
Which approach should the sales rep take?
The discovery phase of the sales process is where the sales representative uncovers the customer's pain points, needs, goals, and challenges. By revisiting the discovery phase, the sales rep can better understand where the objection is coming from, and whether it is a valid concern or a hidden motive. Revisiting the discovery phase can also help the sales rep restate the value proposition, reinforce the benefits of the solution, and address any gaps or misunderstandings that may have caused the objection. The other options are not effective approaches, as they may ignore the customer's perspective, damage the trust, or create more resistance.Reference:
Cert Prep: Salesforce Certified Sales Representative, unit ''Value Selling''
[Sales Rep Training], unit ''Sell with Value''
Salesforce Certified Sales Representative Exam Guide, section ''Value Selling''
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