Acknowledging a buyer's expressed concern is important because doing so ____.
A) Demonstrates understanding
B) Gives the salesperson time to begin assessing the resistance
C) Paves the way for telling the customer he or she is wrong
D) Both A and B
E) None of the above is correct.

Question

Quizplus · Accepted Answer

Acknowledging a buyer's expressed concern demonstrates understanding and gives the salesperson time to begin assessing the resistance. By doing this, the salesperson can then address the customer's concerns in a professional and empathetic manner. This can lead to a more productive conversation and help to build trust and rapport with the buyer. However, it is important to note that acknowledging a concern does not mean telling the customer they are wrong, but rather seeking to understand their perspective and finding a solution that meets their needs.

Acknowledging a Buyer's Expressed Concern Is Important Because Doing So