Questions: Question 3 / 14 An HR software sales rep is talking to a prospect for the first time about a premium software package. At the beginning of the call, the prospect asks, "How will your product help my business?" What should the rep do first? Ask what they dislike about their current software Explain the software's unique features relative to the basic software package Ask more about their business needs Describe how the software has helped other businesses

Question 3 / 14 An HR software sales rep is talking to a prospect for the first time about a premium software package. At the beginning of the call, the prospect asks, "How will your product help my business?" What should the rep do first? Ask what they dislike about their current software Explain the software's unique features relative to the basic software package Ask more about their business needs Describe how the software has helped other businesses
Transcript text: Question $3 / 14$ An HR software sales rep is talking to a prospect for the first time about a premium software package. At the beginning of the call, the prospect asks, "How will your product help my business?" What should the rep do first? Ask what they dislike about their current software Explain the software's unique features relative to the basic software package Ask more about their business needs Describe how the software has helped other businesses
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Solution

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The answer is: Ask more about their business needs.

Explanation for each option:

  1. Ask what they dislike about their current software:

    • This can be useful information, but it is not the best first step. Understanding the prospect's business needs is more critical to tailor the conversation effectively.

  2. Explain the software's unique features relative to the basic software package:

    • While this information is important, it should come after understanding the prospect's specific needs. Tailoring the features to their needs will make the conversation more relevant and impactful.

  3. Ask more about their business needs:

    • This is the best first step. By understanding the prospect's business needs, the sales rep can tailor the conversation to address those needs specifically, making the discussion more relevant and increasing the likelihood of a successful sale.

  4. Describe how the software has helped other businesses:

    • This can be persuasive, but it should come after understanding the prospect's needs. Once the rep knows what the prospect is looking for, they can provide more targeted examples of how the software has helped similar businesses.

By starting with a question about the prospect's business needs, the sales rep can gather crucial information that will help them position the software in a way that directly addresses the prospect's pain points and goals.

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