Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.For applying the two-step approach to this objection,Constance should try to look at the objection from the customer's viewpoint,asking questions to clarify the customer's perspective.Which of the following should be her next step?
A) Sell value and quality rather than price
B) Ensure that she has up-to-date information about the products being offered
C) Endorse the price of the products
D) Let the buyer control and adjust the presentation
E) Try to lower the price by eliminating certain services the prospect can perform in-house

Question

Quizplus · Accepted Answer

After clarifying the customer's perspective, the next step in the two-step approach is to sell value and quality rather than the price. This means focusing on the benefits and advantages of the product or service, rather than simply the cost. By demonstrating the value and quality of the service, Constance can help the customer see that the price is justified.

Constance Sells a Multilingual Information Service