What do salespeople provide to demonstrate they can meet the buyer's needs?

Salespeople demonstrate they can meet the buyer's needs by using a credibility statement. A credibility statement helps establish trust and shows the buyer that the salesperson has the knowledge, experience, and reliability necessary to solve their problems or fulfill their needs. This could include testimonials, qualifications, or relevant past successes that highlight the salesperson's capability to provide value to the buyer.

In contrast, other options, while they may have their significance, do not directly convey the trustworthiness and reliability as effectively as a credibility statement. For instance, a sales pitch is more about delivering information persuasively rather than building a foundation of trust. A customer benefit proposition highlights how a product or service addresses specific needs but may lack the personal touch of credibility. A product showcase displays the features and benefits of offerings but doesn’t inherently communicate the salesperson's reliability or expertise in meeting those needs. Thus, the credibility statement is crucial in establishing the salesperson's ability to meet the buyer's expectations.