What are some solutions that salespeople can recommend?
• Recommend solution - customer buys immediately: May occur at the beginning of the sales call, such as in the product approach; during the presentation just after the need discovery; or near the end, when minor resistance has been negotiated. At any of these times, the presentation of the products that are well matched to the prospect's needs may result in an immediate purchase.
• Recommend solution - salesperson makes need-satisfaction presentation: requires a presentation of product benefits including demonstrations and negotiating objections before the sale is closed. Customer may not be totally aware of a buying problem, and the solution may not be easily understood or apparent. Salesperson needs to carefully define the problem and communicate a solution to the customer.
• Recommend another source: If salesperson concludes that the products represented do not satisfy the customer's needs, the consultative salesperson should recommend another source. This may begin a long-term partnership that may result in future sales and/or referred business.