While you are discussing the energy efficiency of your company's golf carts with a prospect, she questions whether your carts are heavier than the competition's.You had not even planned to discuss the golf cart's weight.What should you do about this objection?
A)Pass over it so you can finish presenting your energy efficiency points.
B)Ignore it and continue as you had planned.
C)Pass over it for now and cover it just before the close.
D)Answer the question now.
E)Tell the prospect you will address her question at the end of the presentation.

Question

Quizplus · Accepted Answer

It is important to address the prospect's question when it is asked. Ignoring it or passing over it can make the prospect feel unheard and unimportant. Addressing the question now shows that you are attentive and knowledgeable about your products, which can help build trust and credibility with the prospect.

While You Are Discussing the Energy Efficiency of Your Company's