In handling objections during the sales call, Nevaeh (the salesperson) tries to avoid confrontation and never wants to tell the customer he or she is wrong. Instead, Nevaeh will sympathize with the customer and then provide the correct information. This approach is called the:
A) compensation method
B) "feel, felt, found" method
C) head-on method
D) indirect method

Question

Quizplus · Accepted Answer

The indirect method involves acknowledging the customer's objection and then gently providing the correct information without directly confronting or telling the customer they are wrong.

In Handling Objections During the Sales Call, Nevaeh (The Salesperson)