Doug Ames sells Mercedes Benz automobiles. During a sales presentation, a qualified prospect said, "Doug, I would really like to buy this car, but you know, the price is just too high." Ames responded, "Sir, you are correct. The price of a Mercedes Benz automobile is high, but look at what you're getting." Ames then proceeded to describe the quality of the materials, the high resale value, and the dependability and prestige associated with the Mercedes Benz brand. What technique did Ames use to handle the prospect's objection?

Question

Quizplus · Accepted Answer

Ames used the acknowledge and convert technique by agreeing with the prospect's objection about the high price and then converting it into a selling point by highlighting the value and benefits of the Mercedes Benz.

Doug Ames Sells Mercedes Benz Automobiles