A balanced presentation occurs when a salesperson:
A) creates very high expectations from his product or service in the prospect's mind.
B) allows equal speaking time for both the salesperson and the prospect.
C) provides adequate focus on all sides of the sales situation.
D) proves consistently that the competitor's products have nothing better to offer.
E) avoids any comparison of his offer with that of his competitors.

Question

Quizplus · Accepted Answer

A balanced presentation means that the salesperson is able to provide adequate focus on all sides of the sales situation. This includes both the strengths and limitations of their own product or service as well as the strengths and weaknesses of their competitors. Avoiding comparison with competitors or creating very high expectations for their own product or service can be misleading and ultimately undermine trust with the prospect. Allowing equal speaking time for both the salesperson and the prospect may be helpful but is not necessarily essential for a balanced presentation. Lastly, proving that the competitor's products have nothing better to offer may also not be necessary for a balanced presentation as it can come across as defensive or trying too hard to sell.

A Balanced Presentation Occurs When a Salesperson