Question
What should the consultant do first? Describe how the software has helped other businesses Explain the software's unique features relative to the basic software package Ask more about their business needs
Answer
3
(234 Votes)
Sebastian
Elite · Tutor for 8 years
Answer
C. Ask more about their business needs.
Explanation
1. The question refers to the first step a consultant should take when interacting with a potential client who is considering a software package. 2. Option A which involves describing how the software has helped other businesses can come later during the presentation or negotiation stage. However, this should ideally not be the first step as the benefits the software gave to other businesses might not match what this potential client requires. Additionally, it does not take into account the unique needs of the potential client. 3. An initial focus on selling the unique features of software compared to a basic package, referred to in Option B, may not resonate with the potential client if the consultant does not first understand the specific business needs and can therefore match these needs with the software’s features. Therefore, while it cardinal to the selling process, it should not be done first. 4. Option C implies that the consultant first asks more about the potential client's business needs, critical in new client-consultant interactions process. This is the first step because understanding a client's needs is at the heart of successful sales strategy in B2B relationships. By first understanding the client's needs, the consultant would be better equipped to align the software features with these needs.5. Therefore, among the provided options B and C, considering tailoring the software to the client's unique needs, the most effective and relevant first step is to understand the potential client's specific business needs.