A sales rep is displaying his company’s newest smartwatches at a tech show. He’s the only exhibitor offering a discount to those who buy today. a prospect he’s talking to hesitates at the price and asks for some information to take away with her. what should the rep do?
The Correct Answer and Explanation is:
The correct answer is: The sales rep should offer the prospect a brochure or a flyer with detailed information about the smartwatch, highlighting the discount and emphasizing the value of purchasing today.
Explanation:
In this scenario, the sales rep is presenting a new product at a tech show and is the only exhibitor offering a discount for immediate purchases. When the prospect expresses hesitation regarding the price and asks for more information, the rep should respond strategically by providing her with a tangible takeaway, such as a brochure or flyer, that highlights both the smartwatch’s features and the limited-time discount.
Here’s why this is the best approach:
- Addressing Hesitation: When a prospect hesitates about the price, it’s often due to a lack of enough information or the perception that the product may not offer sufficient value for the cost. By giving the prospect a brochure or flyer, the rep can ensure that the individual has clear, accessible information about the smartwatch’s features, quality, and value. This addresses the prospect’s concern and helps them make a more informed decision.
- Highlighting Urgency: The rep should emphasize the special discount available only for purchases made at the tech show. Including this in the takeaway material creates a sense of urgency, which can help motivate the prospect to act on the deal right away. Prospects may be more likely to purchase when they see that they’ll miss out on savings if they wait.
- Building Trust and Professionalism: Offering detailed, easy-to-read information presents the rep as knowledgeable and professional, fostering trust with the prospect. It shows that the rep respects the prospect’s need for time to consider the purchase, while subtly reinforcing the opportunity.
- Sustaining Engagement: By providing material the prospect can refer to later, the rep keeps the conversation going even after they part ways. The prospect can revisit the features and benefits of the smartwatch, making it more likely they’ll return to make a purchase later.
In summary, the key to converting a hesitant prospect is offering information that not only addresses their concerns but also encourages immediate action. A well-crafted flyer or brochure serves this purpose effectively.