A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers. In which phaseof the sales process…

Create is the phase of the sales process where this deal is when the sales rep is working to

understand a prospect’s pain points, desired outcomes, and emotional drivers. Create is the phase

where the sales rep presents and demonstrates how their product can address the prospect’s pain

points and needs, and deliver tangible benefits and outcomes. Create is also where the sales rep

builds rapport and trust with the prospect by showing empathy and understanding of their emotional

drivers.Reference:https://www.salesforce.com/resources/articles/sales-process/#sales-processstages

The create phase of the sales process is where the sales representative works to understand the

prospect’s pain points, desired outcomes, and emotional drivers. This phase involves asking open-

ended questions, conducting discovery sessions, and identifyingthe prospect’s challenges and goals.

The create phase helps the sales representative to build rapport and trust with the prospect, and to

uncover the value proposition and the solution fit for their needs. Reference:

Sales Rep Training: Define the Scope of a Solution, unit “Use Discovery to Understand Customer

Needs”.

Cert Prep: Salesforce Certified Sales Representative, unit “Define the Scope of a Solution”.