In giving a reason why an appointment should be granted, a well-informed salesperson can appeal to the prospect's primary buying motive as related to one of the benefits of the salesperson's offering.

Question

Quizplus · Accepted Answer

A well-informed salesperson understands the prospect's needs and can tailor the conversation to highlight how the benefits of their offering directly address the prospect's primary buying motive, making the appeal for an appointment more compelling.

In Giving a Reason Why an Appointment Should Be Granted