In a Discussion About Sales Resistance with His Sales Manager

Multiple Choice

In a discussion about sales resistance with his sales manager, Kyle has determined that some of his prospects object because they do not recognize a need. 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) show evidence of a need that sparks the prospect's interest
D) make a sales presentation that clearly communicates a better solution to the buyer's problem