When the prospect said,"I know that your company usually ships in batches of six dozen cases,but I don't have room to store that much merchandise." The salesperson must first:
A) try to negotiate with the customer to make a sale.
B) determine if the prospect is setting a condition.
C) smoke out the hidden and hopeless objections.
D) use a dodge to create interest in the prospect.
E) determine if the objection is major or minor.

Question

Quizplus · Accepted Answer

The salesperson first needs to determine if the prospect's objection is a hopeless objection, a condition of sale, or a true objection. If it is a true objection, then the salesperson should determine if it is major or minor.

When the Prospect Said,"I Know That Your Company Usually Ships