Southern Security makes safes for storing valuables such as jewelry and family records. When Ed sold safes for the company, he had to be prepared with a response when a prospect said, "I have no room for a safe" or "My family heirlooms aren't valuable enough to put in a safe." In other words, Ed had to ________.
A) prepare several different closings
B) use a canned sales presentation
C) treat each sale as a transaction
D) utilize cold calling
E) anticipate objections

Question

Quizplus · Accepted Answer

Ed had to anticipate objections from potential customers and have a response ready to address their concerns about not having enough space for a safe or not having valuable enough items to store in one. This is a common sales technique known as objection handling.

Southern Security Makes Safes for Storing Valuables Such as Jewelry