Which step involves demonstrating to the customer how a product or service meets their needs?

Which step involves demonstrating to the customer how a product or service meets their needs?

• A. Prospecting
• B. Presentation
• C. Preparation
• D. Approach

Answer: (B)

During the presentation stage of the sales process, you demonstrate to the customer how the product or service meets their needs. This is where you translate features into benefits that matter to them, showing practical demonstrations or scenarios that reveal how the solution addresses their specific problems and delivers real value. You might illustrate outcomes like time savings, cost reductions, or increased revenue in the customer’s context. This is distinct from prospecting (finding potential customers), the approach (initial contact and relationship-building), and preparation (research and planning before meeting).

During the presentation stage of the sales process, you demonstrate to the customer how the product or service meets their needs. This is where you translate features into benefits that matter to them, showing practical demonstrations or scenarios that reveal how the solution addresses their specific problems and delivers real value. You might illustrate outcomes like time savings, cost reductions, or increased revenue in the customer’s context. This is distinct from prospecting (finding potential customers), the approach (initial contact and relationship-building), and preparation (research and planning before meeting).