In this stage, you discovered the prospect's needs, interest, buying criteria, and buying motive.

• First Contact

• Qualification

• Presentation

• Closing

The _____________ stage depends on the information you gathered in the Qualification stage.

• Presentation

• First Contact

• Closing

• Prospecting

Personal Attention, Safety, Financial and Ownership are examples of ________________.

• Buying Criteria

• Buyer Interests

• Buyer Motives

• Buyer's Needs

Live demonstrations of the product or service, free product trial periods, or visiting customers to see products are all examples of ____________________.

• Success Stories

• Customer Testimonials

• Industry Reviews and Evaluations

• Product Demonstration

Written endorsements from existing customers or reference that your prospect can contact is considered ____________________.

• Customer Testimonials

• Product Demonstration

• Awards

• Success Stories

______________ questions are used to evaluate your prospect's reaction to your presentation.

• Alternative

• Reward

• Assessment

• Objection

You should use _________ to stimulate the buying motives of your prospect.

• bribes

• candy

• coercion

• benefits

True or False: A critical step in the Presentation stage and the selling process is feedback.

• True

• False

____________ is the evidence that your product and/or service can successfully meet the prospect's expectations.

• Proof-of-store

• Proof-of-success

• Proof-of-sale

• Proof-of-profit

True or False: You should use logic to assist your prospect in logically justifying the buying commitment.

• True

• False