In a Discussion About Sales Resistance with His Sales Manager

Multiple Choice

In a discussion about sales resistance with his sales manager, Philippe has determined that some of his prospects have been avoiding the sales interview. Which strategy should he use to address this problem?

A) provide the prospect with a good reason to want to see him and request an appointment
B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
C) schedule regular sales visits with the prospect
D) make a sales presentation that clearly communicates a better solution to the buyer's problem