At which step of the selling process should information about the product be presented?

The step in the selling process where information about the product should be presented is during the stage of presenting the product. This is when the salesperson showcases the features, benefits, and value of the product to the potential buyer. By this point, the salesperson has already established contact and determined the needs of the customer, allowing them to tailor the presentation to align with what the customer is looking for.

Presenting the product effectively involves demonstrating how the product meets the identified needs, which helps build interest and desire in the customer. This stage is critical because it transitions the conversation from mere dialogue about needs to actively engaging the customer with information that can influence their purchasing decision.

Other steps in the selling process serve different purposes, such as making initial contact to establish rapport or determining needs to understand what the customer is looking for. Closing the sale is focused on finalizing the agreement and obtaining commitment rather than discussing product details. Therefore, the correct focus for presenting detailed information is specifically within the presentation step.