When a salesperson has determined that a prospect is in the desire stage of the mental buying process,then the salesperson should attempt to close.

Question

Quizplus · Accepted Answer

Uncovering and answering the prospect's questions and revealing and meeting or overcoming objections results in more intense desire. This desire is transformed into the conviction that your product can fulfill the prospect's needs or solve problems. Once you have determined that the prospect is in the conviction stage, you are ready for the close.

When a Salesperson Has Determined That a Prospect Is in the Desire