Question

Dan sells life insurance. The insurance company provides a list of prospects, and he starts each sales call by asking the potential customer to explain his or her financial goals. He uses a problem-solving approach to satisfy the customer's needs. In this scenario, which of the following types of sales presentations is Dan probably using?

A. consultative selling approach
B. missionary approach
C. close presentation approach
D. selling formula approach
E. canned presentation approach

Answer 1

Dan is using a consultative selling approach by asking about financial goals and employing a problem-solving strategy to meet customer needs.

Step-by-step explanation:

In the scenario described, Dan is likely using a consultative selling approach. This approach is characterized by asking customers about their financial goals and using a problem-solving strategy to identify and satisfy the customer's needs. By focusing on the client's needs, Dan engages in a discussion to understand the problem fully before recommending solutions that align with the customer's objectives, which is a hallmark of consultative selling.