Southern Security Makes Safes for Storing Valuables Such as Jewelry

question 61

Multiple Choice

Southern Security makes safes for storing valuables such as jewelry and family records. When Ed sold safes for the company, he had to be prepared with a response when a prospect said, "I have no room for a safe" or "My family heirlooms aren't valuable enough to put in a safe." In other words, Ed had to ________.

• A) prepare several different closings
• B) use a canned sales presentation
• C) treat each sale as a transaction
• D) utilize cold calling
• E) anticipate objections

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