What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"
A) "I really don't need all of these extras. We should look at less expensive SUVs."
B) "Yes, this model has lots of features that aren't available on other SUVs."
C) "Okay. Show me some other SUVs which are better than this."
D) "Okay. What kind of SUV would you recommend we buy?"
E) "We should consider an SUV with fewer features."

Question

Quizplus · Accepted Answer

The salesperson most likely knows that the prospect wants a high quality SUV. The countersuggestion is an especially effective technique to include in the presentation if you have already determined that the prospect wants a high-quality product. Often, the buyer will begin expanding on why a high-quality product is needed.

What Response Is Most Likely Expected from a Prospect When