In the 'handling objections' step of the selling process,a salesperson should seek out hidden objections,ask the buyer to clarify objections,treat objections as opportunities to provide more information and ________.
A)offer the buyer a discount for placing an order early
B)seek to minimise or play down the objections
C)compliment the buyer for bringing the objections up
D)turn the objections into reasons for buying
E)move on to closing the sale

Question

Quizplus · Accepted Answer

Turning objections into reasons for buying is a technique used to help the buyer see the value in the product or service despite initial objections. This can help the salesperson to close the sale successfully. Offering a discount (A), minimizing objections (B), or moving on to closing (E) may not address the buyer's concerns or may weaken the salesperson's credibility. While complimenting the buyer (C) can be a good interpersonal skill, it may not be enough to address the objections.

In the 'Handling Objections' Step of the Selling Process,a Salesperson