The salesperson gives up a degree of presentation control for a greater understanding of the customer's concerns.

Question

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By allowing the customer to express their concerns, the salesperson can tailor their presentation to address those concerns and increase the likelihood of a successful sale. This approach is known as a customer-focused selling technique, where the customer's needs and priorities are prioritized over the salesperson's agenda.

The Salesperson Gives Up a Degree of Presentation Control for a Greater