As Rick attempted to obtain commitment from his prospect,he said,"You stated in your previous visit that you were looking for a product that would be low cost,yet also provide long life.As I've mentioned in our previous presentations,our product has the lowest price in its class.And,according to industry reports,our product lasts 20 percent longer than our major competitors." This is an example of the:
A) balance sheet method.
B) direct request method.
C) assumptive close method.
D) benefit summary method.
E) alternative choice method.

Question

Quizplus · Accepted Answer

This is an example of the benefit summary method, which involves summarizing the benefits of the product or service that meets the prospect's needs and requirements.

As Rick Attempted to Obtain Commitment from His Prospect,he Said,"You