All of the following are benefits of the opinion approach EXCEPT:
A) revealing unexplored product opportunities.
B) helping new salespeople to engage prospects.
C) using technology to show product applications.
D) encouraging prospects to discuss their needs.
E) showing appreciation for a prospect's expertise.

Question

Quizplus · Accepted Answer

The opinion approach is especially good for the new salesperson because it shows that you value the buyer's opinion. Opinion questioning also shows that you will not challenge a potential buyer's expertise by spouting a memorized pitch. Additionally, opinion questions may reveal previously unexplored opportunities for your product to meet even more of the prospect's needs, but technology is not necessarily involved.

All of the Following Are Benefits of the Opinion Approach