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Question 47 - Certified Sales Representative discussion

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A sales representative is engaging in a discovery conversation with a prospect.

Which approach should the sales rep take during this conversation?

A.
Ask open-ended questions to understand the prospect's challenges and goals.
Answers
A.
Ask open-ended questions to understand the prospect's challenges and goals.
B.
Present the history and innovation of their company in bringing new products to market.
Answers
B.
Present the history and innovation of their company in bringing new products to market.
C.
Share the information gathered from online research about the customer's company.
Answers
C.
Share the information gathered from online research about the customer's company.
Suggested answer: A

Explanation:

Asking open-ended questions to understand the prospect's challenges and goals is the approach that the sales rep should take during a discovery conversation with a prospect. A discovery conversation is a conversation that helps to uncover information about the prospect's situation, needs, pain points, and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful responses from the prospect, as well as to show interest and empathy for their challenges and goals.

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asked 23/09/2024
Vidana Weerasinghe
43 questions
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