What are the mental steps that lead to a purchase decision from a prospect? As a salesperson, which one do you think would be the most difficult and which one would be the easiest? Why?
What will be an ideal response?
The five steps are attention, interest, desire, conviction, and purchase. The most difficult is gaining the prospect's attention because of distractions, pressing demands on the prospect's time, or lack of interest. If each of the preceding steps has been implemented correctly, closing the sale is the easiest step in the sales presentation.
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