Which of the following statements is true about the probing method of obtaining commitment?
A) The salesperson should never begin by asking directly for a commitment.
B) The rep should ask a series of questions designed to discover the reason for hesitation.
C) This method is especially effective with Japanese and Arab business prospects.
D) The salesperson should avoid all attempts to resolve the issues concerning the prospect.
E) After successfully dealing with the prospect's concerns, the sales rep should avoid a follow-up and let the prospect think over what has just been said.

Question

Quizplus · Accepted Answer

The probing method of obtaining commitment involves asking a series of questions designed to discover the reason for hesitation. The salesperson's goal is to identify and address any concerns the prospect may have before asking for a commitment. Option A is incorrect because it is not necessary to never begin by asking directly for a commitment, but it is better to assess the prospect's level of comfort first. Option C and E are incorrect as they are not a part of the probing method of obtaining commitment. Option D is incorrect as it goes against the goal of addressing the prospect's concerns.

Which of the Following Statements Is True About the Probing