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Which sales quota measurement focuses on the end result rather than the relationship with the customer?
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Question 29 - Certified Sales Representative discussion

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A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle.

Which strategy helps minimize price challenges?

A.
Showing a competitor pricing matrix during the meeting.
Answers
A.
Showing a competitor pricing matrix during the meeting.
B.
Presenting a discount at the beginning of the conversation.
Answers
B.
Presenting a discount at the beginning of the conversation.
C.
Building in value-based conversation from the beginning.
Answers
C.
Building in value-based conversation from the beginning.
Suggested answer: C

Explanation:

Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them.

Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips

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asked 23/09/2024
Paul Sanchez
34 questions
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