Question

When a prospect denies to answer important questions asked by salespeople during a sales call because the informations is confidential or proprietary, a salesperson should

A) Respect the prospect's decision and move on to other topics.
B) Explain the benefits of sharing information and try to build trust.
C) Offer to sign a non-disclosure agreement (NDA) to protect the prospect's interests.
D) Ask more open-ended questions to gather insights without prying into confidential matters.

Answer 1

The correct answer is option C. A salesperson can build trust, offer to sign an NDA, and ask open-ended questions to navigate a situation where a prospect is unwilling to share confidential information.

Step-by-step explanation:

When a prospect declines to answer important questions by salespeople during a sales call due to confidentiality or proprietary concerns, multiple strategies can be utilized to maintain the conversation's momentum while respecting the prospect's boundaries. Building trust with the prospect by explaining the benefits of sharing information is essential.

A salesperson can also offer to sign a non-disclosure agreement (NDA) to ensure the prospect's information remains protected. Additionally, focusing on asking open-ended questions can provide insights without delving into confidential matters, allowing the salesperson to gather valuable information while sidestepping sensitive topics.