Which of the following statements about the customer benefit approach is true?

A) The salesperson should never ask a question that implies the product's benefit to the prospect.
B) The salesperson should formulate questions carefully and anticipate the prospect's response.
C) The salesperson should consider using a question instead of a benefit approach if the prospect's needs are known.
D) The salesperson should not use the customer's response as a reference point later in the presentation.
E) The customer benefit approach is such a weak opening that it usually must be used in conjunction with another approach.

Question

Vanesa Dominguez · Accepted Answer

Final Answer : B, Explanation :  The customer benefit approach involves understanding the customer's needs and tailoring the conversation to highlight how the product or service can meet those needs. Formulating questions carefully and anticipating the prospect's response is crucial in engaging the customer and demonstrating the value of the product or service effectively.

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