When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.
A) Summary
B) Probing
C) Success Story
D) Translation
E) None of the above

Question

Quizplus · Accepted Answer

The salesperson is using a success story when relating the experience of a previous customer.

When Salespeople Relate the Initial Sales Resistance and Subsequent Acceptance