How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.

How should the sales rep build credibility with the prospect to better their chances of a successful pitch?
A . Base the pitch on what the prospect has explicitly told them in previous conversations.
B. Base the pitch on the sales rep’s company’s proven, most successful product lines.
C. Base the pitch on discovery research into the prospect’s customers’ challenges.

Answer: C

Explanation:

Basing the pitch on discovery research into the prospect’s customers’ challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect’s business and market situation, and can provide solutions that can help them serve their customers better.

Reference: https://www.salesforce.com/resources/articles/sales-pitch/#sales-pitch-tips