In a Discussion About Sales Resistance with His Sales Manager

Multiple Choice

In a discussion about sales resistance with his sales manager, Josh has determined that some of his prospects object as a matter of custom and are reluctant to buy on the first call. Which strategy should he use to address this problem?

A) continually work to add value by providing useful information
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