A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company’s offerings and solutions.
Which approach would help the sales rep educate the prospect about their offerings and solutions?
A . Tell the prospect about similar industry solutions, even if some may not be relevant.
B. Try to impress the prospect by using their industry’s jargon when describing each offering.
C. Share a current customer story for an account in a similar industry as the prospect.
Answer: C
Explanation:
Sharing a current customer story for an account in a similar industry as the prospect is an approach that can help the sales rep educate the prospect about their offerings and solutions. A customer story is a testimonial or case study that showcases how the sales rep’s solution helped a customer achieve their goals, overcome their challenges, and improve their situation. A customer story can help the prospect relate to the solution, understand its value, and trust its credibility.
Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-tips
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