Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.Applying the two-step approach to this objection,the first thing she should do is:
A) try to look at the objection from the customer's viewpoint.
B) determine which services are most important to the average customer and sell them.
C) sell the importance of being able to communicate in multiple languages rather than the price.
D) adjust the presentation and offer fewer language options.
E) try to lower the price by eliminating certain services the prospect can perform in-house.

Question

Quizplus · Accepted Answer

The first step in the two-step approach is to try to understand the objection from the customer's point of view. By doing so, Constance can gather more information about the prospect's concerns and needs, which will enable her to respond in a more targeted and effective way. Only after understanding the objection should she move on to the second step, which is to address the specific concerns raised by the prospect in a way that highlights the value of her multilingual information service.

Constance Sells a Multilingual Information Service