Question

Oliver scheduled a sales meeting with a prospective customer to sell financial solutions. Before the meeting, he researched this customer's demographic characteristics. During the meeting, he was able to offer customized financial solutions to the customer based on the customer's individual needs. Which steps of the selling process did Oliver follow?

Answer 1

Oliver followed the prospecting and customization steps of the selling process by researching the customer's demographics and offering customized financial solutions.

Step-by-step explanation:

Oliver followed two steps of the selling process in this scenario - prospecting and customization.

First, Oliver researched the customer's demographic characteristics before the meeting. This demonstrates prospecting, which is the process of identifying potential customers. By conducting research on the customer's demographics, Oliver was able to target his sales efforts more effectively.

Second, during the meeting, Oliver offered customized financial solutions to the customer based on their individual needs. This demonstrates customization, which involves tailoring the sales pitch or products to meet the specific needs and preferences of the customer. By providing personalized solutions, Oliver increases the chances of making a successful sale and ensuring customer satisfaction.