In which step of the sales process do salespeople address customer concerns?

The correct choice is C, as the objection stage is specifically designed for addressing customer concerns. In this phase of the sales process, salespeople engage with potential clients about their specific hesitations or objections regarding a product or service. This is a critical moment because it allows the salesperson to listen actively to the customer's concerns and provide clarifications or solutions that may alleviate any doubts or misconceptions.

Understanding the objection stage is essential, as it helps build rapport with the customer and demonstrate the salesperson's commitment to meeting their needs. This process not only involves addressing the concerns but also includes empathizing with the customer and reinforcing the benefits of the product or service being sold.

Other stages, while essential in the overall sales process, do not focus on addressing concerns to the same extent. For instance, the preparation step involves gathering information and strategizing before engaging with a customer but does not directly address concerns. The presentation stage is where the features and benefits of the product or service are highlighted, and the closing stage is focused on finalizing the sale rather than discussing objections.