Asked by Alicia Lankford on Jul 27, 2024
Verified
What steps are involved in the problem-solution approach to selling?
Problem-Solution Approach
A sales strategy that focuses on identifying a customer's problem and presenting a product or service as the solution.
- Gain comprehension of and articulate the mechanisms behind formula, canned, and problem-solution approaches to sales presentations, evaluating their efficacy.
Verified Answer
LD
Leslie De La RosaJul 28, 2024
Final Answer :
The problem-solution approach usually consists of six steps. (1) Convince the prospect to allow the salesperson to conduct the analysis. (2) Make the actual analysis. (3) Agree on the problem and determine the buyer wants to solve it. (4) Prepare the proposal for a solution to the prospect's problem. (5) Prepare the sales presentation. (6) Make the sales presentation. Problem solution method is a flexible and customized approach. The steps listed above can be changed according to the situation and the type of customer.
Learning Objectives
- Gain comprehension of and articulate the mechanisms behind formula, canned, and problem-solution approaches to sales presentations, evaluating their efficacy.
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