Kerry encounters far more objections at the point in a sales call when she actually attempts to gain buyer commitment than at any other time.This pattern suggests that she:
A) should focus on providing better after-sale services.
B) may be omitting significant selling points in her presentation.
C) is asking too many questions during the presentation.
D) is doing a good job, since this is a normal pattern.
E) is creating an excessive level of interest in new prospects.

Question

Quizplus · Accepted Answer

If Kerry encounters more objections at the close of the sale, it suggests that the buyer is hesitating and may not have been fully convinced during the presentation. This could be because Kerry is omitting significant selling points that address the buyer's concerns or needs. Therefore, Kerry may need to focus on improving her presentation to ensure she covers all essential selling points.

Kerry Encounters Far More Objections at the Point in a Sales