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, the dependability, and the prestige associated with the Mercedes Benz. What technique did Ames use to handle the prospect's objection?

Question

Quizplus · Accepted Answer

Ames acknowledged the prospect's concern about the high price and then converted the objection into a selling point by explaining the value and benefits associated with the Mercedes Benz, such as quality, resale value, dependability, and prestige.

Doug Ames Sells Mercedes Benz Automobiles