The salesperson should speak more during the need-fulfillment stage of the sales presentation format based on the trusted relationship.
What is the need-fulfillment stage?
It is the last step of the sales process, where the seller will demonstrate, through technical explanation and demonstration of use, the benefits of the product and how they will satisfy the buyer's need.
Therefore, it is at need-fulfillment stage that the salesperson must use the relationship of trust with the customer to generate persuasion and make the sale.
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