When are response checks-also known as check-backs-most commonly used during a sales dialogue?
A) after presenting a selling point or handling an objection
B) when negotiating price
C) at the needs-discovery stage
D) when setting appointments

Question

Quizplus · Accepted Answer

Response checks, also known as check-backs, are most commonly used after presenting a selling point or handling an objection. This technique is used to confirm that the customer understands and agrees with the point made, and it also helps keep the conversation on track. Option B is not the best choice because negotiating price is a later stage in the sales process where response checks might not be as useful. Option C is also not the best choice because needs-discovery is an early stage in the sales process where response checks might not be as necessary. Option D is not the best choice because response checks are not commonly used when setting appointments.

When Are Response Checks-Also Known as Check-Backs-Most Commonly Used During