With the "Feel, Felt, Found" Approach to Handling Objections, the Salesperson

question 100

Multiple Choice

With the "feel, felt, found" approach to handling objections, the salesperson:

• A)will allow the customer to talk about his or her fears and worries, then relate how another customer had similar fears and how the product being sold met those fears or worries.
• B)answers the objection directly.
• C)will reply "yes, but ..." and then explain how the product's benefits will answer the customer's objection.
• D)avoids confrontation by sympathizing with the customer, then provides the correct information.

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Definitions:

Canadian Human Rights Act

The Canadian Human Rights Act is a statute passed by the Parliament of Canada in 1977, which prohibits discrimination in employment and services within federal jurisdiction.

Human Rights Issues

Concerns and violations related to the basic rights and freedoms that belong to every person in the world, from birth until death.

Cost Per Trainee

The expense incurred by an organization for training a single participant, inclusive of all related costs.

Four-Step Process

A systematic method that typically involves identifying a problem, developing a plan, executing the plan, and evaluating the results.