A rep selling online courses is speaking with a prospect. He would like to buy,

A rep selling online courses is speaking with a prospect. He would like to buy, but explains that after a bad experience with a similar company, he doesn’t completely trust online courses sellers anymore. What should the rep do?

  1. Mention how many case studies and satisfied customer her company has
  2. Ask him to share what happened and explain how her company does things differently
  3. Recognize that he said he’d like to buy and move to the next step
  4. Reassure him that her company is completely different

A sales rep is talking to a prospect about his company’s product. The prospect says she’s been buying from a competitor for 10 years and likes their product.

A sales rep is talking to a prospect about his company’s product. The prospect says she’s been buying from a competitor for 10 years and likes their product. What should the rep do first?

  1. Find out the price of the computer’s product to see if he can offer special introductory price
  2. Offer her a sample and ask to contact him if she like the product
  3. Ask her what she likes and dislikes about the competitor’s product

An HR software sales rep is talking to a prospect for the first time about a premium software package.

An HR software sales rep is talking to a prospect for the first time about a premium software package. At the beginning of the call, the prospect asks. “How will your product help my business?” What should the rep do first?

  1. Explain the software’s unique features relative to the basic software package
  2. Ask more about their business needs
  3. Describe how the software has helped other businesses
  4. Ask what they dislike about their current software