Brian is making a presentation to a group of buyers.He knows he will encounter objections.Which of the following is NOT one of the strategies he should use to address an objection when selling to the group?
A) He should try to get a sense of whether the other buyers share the concern.
B) He should respond to the objection by addressing all the buyers.
C) He should make sure that all the buyers are satisfied with his response before moving on in his presentation.
D) He should focus his attention solely on the individual offering the objection and use the direct denial method for most of the objections that are raised.
E) He should postpone all the objections even if the buyers are convinced that they need answers immediately.

Question

Quizplus · Accepted Answer

Focusing solely on the individual offering the objection and using direct denial for most objections is not an effective strategy when selling to a group. It can create tension and make the other buyers feel ignored or unimportant. Instead, the salesperson should address the objection while addressing all the buyers and try to get a sense of whether the other buyers share the concern. They should make sure that all buyers are satisfied with their response before moving on in the presentation. Postponing objections is also not a good strategy as it can disrupt the flow of the presentation and make the buyers lose interest.

Brian Is Making a Presentation to a Group of Buyers