According to the textbook, which of the following techniques is likely to be the most effective for a salesperson attempting to better control the selling conversation with a buyer?
A) planning in exact detail what the salesperson wants to say before the selling conversation begins
B) using active listening skills to really hear what the customer is saying
C) asking well-thought-out questions to guide the selling conversation in the desired direction
D) becoming more aware of typical nonverbal communication cues that buyers provide

Question

Quizplus · Accepted Answer

Asking well-thought-out questions to guide the selling conversation in the desired direction is likely to be the most effective technique for a salesperson attempting to better control the selling conversation with a buyer. This is because the salesperson can use these questions to steer the conversation towards their desired outcome while still allowing the buyer to feel heard and engaged in the conversation. Planning in exact detail what the salesperson wants to say may come across as pushy or scripted, while active listening skills and nonverbal communication cues can be helpful but are not necessarily the most effective ways to control the selling conversation.

According to the Textbook, Which of the Following Techniques Is