When Morris asked the prospect for her order, she responded, "I've listened to your presentation and I am still not convinced your brand of paint is superior to the one we currently use. Thanks, but no thanks." Morris should use a ________ question to point the prospect back to the areas of the sales presentation when the prospect agreed with his statements.
A) direct
B) nondirective
C) rephrasing
D) directional
E) redirect

Question

Quizplus · Accepted Answer

Morris should use a redirect question to guide the prospect back to parts of the presentation where they showed agreement or interest. This type of question helps refocus the conversation on the positive aspects previously acknowledged by the prospect.

When Morris Asked the Prospect for Her Order, She Responded