When Monty asked the prospect for her order,she responded,"I've listened to your presentation,and I'm still not convinced your brand of paint is superior to the one we currently use.Thanks but no thanks." Monty should use a _____ question to point the prospect back to the areas of the sales presentation when the prospect agreed with his statements.
A) direct
B) nondirective
C) redirect
D) directional
E) rephrasing

Question

Quizplus · Accepted Answer

Using a redirect question moves the conversation from a negative position to a positive or neutral one while reestablishing communication between two people. The ability to redirect a seemingly terminated conversation through a well-placed question may impress the prospect simply by showing that you are not a run-of-the-mill order-taker, but a professional salesperson who sincerely believes in the beneficial qualities of your product.
Clearwater Hampers
Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call on the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state.

When Monty Asked the Prospect for Her Order,she Responded,"I've Listened