What should the sales rep do to uncover why the customer is delaying the decision?

A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.

What should the sales rep do to uncover why the customer is delaying the decision?
A . Highlight the benefits of the product to the customer.
B . Ask pointed questions to identify customer interests.
C . Discuss the customer’s concerns with their internal team.

View Answer

Answer: B

Explanation:

Asking pointed questions to identify customer interests is what the sales rep should do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue. Pointed questions help to get to the core of the customer’s hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action.

Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types