Expert Security Makes Safes for Storing Valuables

Expert Security makes safes for storing valuables.When Ed sold safes for the company,he would deal with a prospect's concerns such as the cost of the safe and then ask,'Are you ready to purchase a safe for your family,or are there other concerns that we need to discuss?' When Ed asked this question,he was ________.

A) showing customer empathy
B) creating rapport
C) still engaged in the approach stage of the creative selling process
D) using a last objection close
E) using a standing-room-only close