Question 14/14 A sales advisor is on a call with a team that makes purchasing decisions for one of her prospects. Each team member summarises their unique problems. The team manager says that their current provider charges less than what the sales advisor is offering. Which response(s) would be effective? Select all that apply D Assure them that her company can address all their problems in time but they need to commit to her company first D Point out how their current provider's solution doesn't address some of the team's needs Usten to the team problems and ask to address the major points in the next sales call D Highlight the unique features her company can offer to address the team's needs D Ask how the team would rank their challenges by importance D Thank the manager for sharing their objection to the price

Question

Question 14/14 A sales advisor is on a call with a team that makes purchasing decisions for one of her prospects. Each team member summarises their unique problems. The team manager says that their current provider charges less than what the sales advisor is offering. Which response(s) would be effective? Select all that apply D Assure them that her company can address all their problems in time but they need to commit to her company first D Point out how their current provider's solution doesn't address some of the team's needs Usten to the team problems and ask to address the major points in the next sales call D Highlight the unique features her company can offer to address the team's needs D Ask how the team would rank their challenges by importance D Thank the manager for sharing their objection to the price

Answer 1

B, C, D, E, F

Answer 2

## Step 1:The first response, assuring the team that her company can address all their problems in time, but they need to commit to her company first, is not an effective response. It comes off as pushy and doesn't address the team's immediate concerns, especially regarding the price objection.## Step 2:The second response, pointing out how their current provider's solution doesn't address some of the team's needs, is an effective response. It highlights the potential gaps in the current solution and how the sales advisor's offering might be superior, even if it's at a higher price.## Step 3:The third response, listening to the team's problems and asking to address the major points on the next sales call, is effective. It shows the sales advisor is genuinely interested in understanding and addressing the team's needs. It also buys her time to prepare a more tailored pitch for the next meeting.## Step 4:The fourth response, highlighting the unique features her company can offer to address the team's needs, is effective. It differentiates her offering from the competition. It shows the added value her company brings, which can justify a higher price.## Step 5:The fifth response, asking the team to rank their challenges by importance, is an effective response. This helps the sales advisor understand the team's priorities. This can guide the conversation and allow the sales advisor to tailor her pitch to address the most pressing issues.## Step 6:The sixth response, thanking the manager for sharing their objection to the price, is a good response. It acknowledges the manager's concerns and keeps the conversation open and respectful.

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