One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

Name: One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.
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Question

Quizplus · Accepted Answer

This method is known as the "Ben Franklin Close," where the salesperson helps the buyer weigh the pros and cons, often leading the buyer to realize the benefits outweigh the drawbacks.

One Method for Gaining Commitment Involves the Salesperson Working with the Buyer