When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?
A) Direct denial
B) Indirect denial
C) Feel-Felt-Found
D) Translation
E) None of the above

Question

Quizplus · Accepted Answer

The method being described is the Feel-Felt-Found method, where the salesperson relates a story of a previous customer who had similar objections but ultimately found success with the product or service. This allows the current customer to feel heard and understood, learn about a positive outcome, and ultimately be more open to the sales pitch. Direct denial involves outright contradicting the customer's objection, while indirect denial involves addressing the objection without directly denying it. Translation involves restating or rephrasing the objection in a more positive or neutral light. None of these methods are being used in this scenario.

When Salespeople Relate the Initial Sales Resistance and Subsequent Acceptance