Question

When Patrick was talking with his customer about the new accounting system, his customer mentioned that she thought the new system was not going to fit into their budget. Patrick explained that once her people were trained on it, it would require less time to process orders, and therefore save her money in payroll. Which part of the sales presentation is demonstrated in this example?

Answer 1

Answer:

The question lacks answers:

a. overcoming reservations

b. generating and qualifying leads

c. the presentation

d. the preapproach

e. follow-up

The answer is: a. overcoming reservations

The answer can be formulated as - handling objections

Explanation:

The sales presentation process usually follows the sequence:

generating and qualifying leads  -> the preapproach  -> the presentation  -> overcoming reservations  -> closing -> follow-up

The part of overcoming reservations is one of the most critical parts of the sales process, as it includes the addressing of the potential concerns a lead may have. This is the part when most salespeople end the whole process, as they are mostly not prepared to argument their sales pitch.

In this example, Patrick is confident and persistent in his efforts to emphasize the benefits of the system, even though the client expressed some concern about it. Patrick successfully overcame the client's reservations by explaining the benefits further.