During the need$-$fulfillment stage of the trust$-$based relationship selling presentation format,

a buyer should be talking $60$ to $70$ percent of the time

a salesperson must show how his or her product and its benefits will meet the needs of a buyer

a salesperson increases a buyer's awareness about potential needs that might exist

a salesperson restates and clarifies a buyer's needs

a buyer spends time creating a request for proposal