Which session type should the sales rep hold with the prospect?

A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.

Which session type should the sales rep hold with the prospect?
A . Negotiation
B . Renewal
C . Discovery

View Answer

Answer: C

Explanation:

Discovery is the session type that the sales rep should hold with the prospect after compiling research about them. Discovery is the process of asking open-ended questions, listening actively, and uncovering the prospect’s pain points, needs, goals, and challenges. Discovery helps to build rapport, trust, and value with the prospect, as well as to qualify them as a potential customer.

Reference: https://www.salesforce.com/resources/articles/sales-process/#discovery