Asked by Leland Marsh on Jul 25, 2024
Verified
A salesperson should refer to the competition at length during the approach and more briefly in trial closings.
Trial Closings
Sales techniques used to gauge a potential buyer's readiness to complete a purchase by asking hypothetical or suggestive closing questions.
- Identify optimal strategies for referencing competitors and crafting compelling comparisons in sales pitches.
Verified Answer
AL
Autumn LovelandJul 25, 2024
Final Answer :
False
Explanation :
While a salesperson should be aware of the competition and their offerings, referring to them at length during the approach can come across as negative and may turn off potential customers. It's better to focus on the unique features and benefits of the product being sold. During trial closings, a brief mention of the competition can be used to further highlight the advantages of the product.
Learning Objectives
- Identify optimal strategies for referencing competitors and crafting compelling comparisons in sales pitches.
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