During the sales presentation, why would the salesperson repeat the negative comment the customer made about his product's service contract word for word?
A)to buy time, so he could determine how to deal with a customer objection
B)to provide feedback to the customer
C)to avoid having any lulls in the conversation
D)to verify that he decoded the customer's message correctly
E)to summarize the customer's concerns

Question

Quizplus · Accepted Answer

By repeating the negative comment word for word, the salesperson can verify that he understood the customer's message correctly. This allows the salesperson to address the specific concern and show the customer that he is listening attentively.

During the Sales Presentation, Why Would the Salesperson Repeat the Negative