In the process recommended in the textbook for negotiating buyer resistance, what would the salesperson do in the last step?
A) ask probing questions to look for an opening to resume selling
B) reconcile the competing interests in the situation and come to a recommendation
C) restate his or her position on the issue and then ask for commitment
D) ask confirmatory questions to ensure the buyer's concerns have been adequately addressed

Question

Quizplus · Accepted Answer

In the recommended process for negotiating buyer resistance, the last step involves ensuring that all of the buyer's concerns have been adequately addressed. This is typically done through asking confirmatory questions, which helps to confirm that the buyer is satisfied and ready to move forward.

In the Process Recommended in the Textbook for Negotiating Buyer