Which technique for earning commitment is "Let's make a list of the pros and cons associated with purchasing my product" an example of?
A) alternative or legitimate choice
B) boomerang method
C) summary commitment
D) T-account or balance sheet commitment

Question

Quizplus · Accepted Answer

The technique described is the T-account or balance sheet commitment, where the salesperson helps the prospect to visually evaluate the pros and cons associated with the purchase decision. This helps the prospect to realistically weigh the advantages and disadvantages and make a well-informed commitment.

Which Technique for Earning Commitment Is "Let's Make a List