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This stage is designed to enable the salesperson to build value and overcome the tendency that many prospects have to place little belief or trust in what is told to them. It is this phase of the sale that solidifies the prospect’s belief in the supplier, product or service and salesperson. As a Strength: The salesperson is able to assuage any prospect concerns that may occur during the previous discovery stages. They are adept at solidifying their solution after presenting their particular product or service. As a Weakness: The salesperson may come across as superficial or worse, as not being serious. The salesperson may overvalue the demonstration and expect the close without restating their value proposition in an appropriate manner. Applications: These skills are valuable in sales that face commoditization. The salesperson’s ability to place their value into the decision process will eliminate competitors with similar solutions. Demonstrating << Previous Stage | Next Stage >> Closing |
