Antonio is salesperson for ABC Computing and is confronting an objection. Using the process recommended in the textbook for negotiating buyer resistance, what is the first thing he should do?
A) listen
B) acknowledge
C) assess
D) respond

Question

Quizplus · Accepted Answer

The first step in the process of negotiating buyer resistance is to listen. This allows the salesperson to understand the objection and the buyer's perspective fully. By actively listening, the salesperson acknowledges the buyer's concern and also assesses the situation to formulate an appropriate response. Only after listening can the salesperson respond effectively to the objection.

Antonio Is Salesperson for ABC Computing and Is Confronting an Objection