Doug Ames sells Mercedes-Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, and the dependability and prestige associated with the Mercedes-Benz brand. What technique did Ames use to handle the prospect's objection?
A) the postpone technique
B) the agree and neutralize technique
C) the denial technique
D) the accept the objection technique
E) the acknowledge and convert technique

Question

Quizplus · Accepted Answer

Ames used the acknowledge and convert technique by agreeing with the prospect's objection about the high price and then converting it into a positive by highlighting the value and benefits associated with the Mercedes-Benz.

Doug Ames Sells Mercedes-Benz Automobiles